Lead generation is the process of attracting potential customers to your business and increasing their interest through nurturing, all with the ultimate goal of converting them into customers. Some ways to generate leads are through job applications, blog posts, coupons, live events, and online content. Lead generation is the process of generating consumer interest in your product or service to convert that interest into a sale. You can generate leads by capturing the contact information of visitors (called leads) through different channels, for example, lead generation is the process of getting people interested in your business and having them gradually become paying customers.
Some people still have the perception of lead generation as big, massive emails and aggressive marketers. To ensure that the leads that are transferred to sales are of the best possible quality, it will be useful to have a series of questions on your lead capture form that can analyze company size, annual turnover, etc. Once a potential customer has signed up for your email list or is in your lead management system, it's time to focus on building a long-term relationship with them. So, the lead score tells you how ready a person is to buy, but it also tells you about other parts of your lead generation process that may or may not work the way you want.
A qualified lead is a potential customer who is ready to move up the sales funnel (go from being a potential customer to becoming a potential customer). One of the biggest challenges when implementing a lead generation process is usually the different objectives and KPIs of the marketing and sales teams. A good lead generation process has many moving parts, so you must be open to facing challenges and experimentation. Online lead generation involves driving traffic to your website and persuading visitors to exchange their contact details with you.
A good lead generation process can help your sales teams spend more time selling and less time on administrative and prospecting tasks. The quality of leads is generally determined after reviewing a list of potential customers that were acquired through a lead generation campaign. Both B2C and B2B companies need to generate leads to identify potential customers and convert them into customers. Once you understand what makes leads “low quality”, you can adjust your marketing mix to avoid low-quality channels or update your lead capture form to ask additional qualifying questions.
Therefore, it is important from the start to work together in all departments to define what you want to achieve with lead generation strategies and also to analyze what the acceptable proportions of qualified marketing leads and sales qualified leads will be. We believe that a well-organized sales lead generation process will be fruitful, as it will provide a predictable and consistent flow of new leads to your sales funnel. Marketo Engage has found that companies that employ a mature and well-developed lead generation process can achieve 133% more revenue compared to their plan than average companies. The amount you spend and the return on investment you'll get depends on the lead generation strategies and channels you choose.