The lead-to-customer conversion rate is never 100%. These leads may be using your free trial but are asking you about some of the features available in paid plans only. They are similar to SQLs but with a slight difference: PQLs are typical for companies that provide a free trial (like Snov.io). Product qualified lead (PQL) has taken action to become a paying customer.For example, such business leads leave their contact information to get in touch with your sales team to learn more details about your product. Sales qualified lead (SQL) has expressed actual interest in your product and is one step closer to becoming a paying customer.Let’s say, they’ve subscribed to your blog newsletters or signed up through your lead magnet, leaving their contact information in exchange. Marketing qualified lead (MQL) has an interest in you but is still not ready to communicate.This type helps define leads based on their qualification and stage in the sales funnel: Enriched leads come with a set of additional information you can use for personalization and multi-channel marketing: secondary contact details, company name, location, job position, pain points, etc.Most often, they only have a name and an email address or a phone number (one contact method). Non-enriched leads are thin on information.Depending on the amount of data you have, you can divide them into two subgroups: The second type is based on the information you have on your leads. Outbound lead generation is rightfully considered more difficult than inbound due to the complexity, time, and effort needed from the sales team side. Cold, or outbound leads, are a subgroup of leads generated by you thanks to your targeting strategy and lead generation tools.Warm, or inbound leads, are the ones who showed their interest by themselves and found you on their own (for example, they came across your blog and subscribed to your newsletters).Interest is the first point that helps you define leads and split them into two subgroups: We’ve defined three main ways you can do it: Lead type 1: Based on interest Now let’s have a look at how to categorize leads. For example, a basic lead would be a name, contact details, and company name/location/job title. Every lead consists of information that you have on them. What is a lead?Ī lead is a person or a company potentially interested in your product or service. Let’s find out together, starting from what a lead is, how to generate leads, how the B2B lead generation process goes, what lead gen trends are there, and how to find your first leads. You’ve probably heard about the “lead generation” term many times, but what is lead generation exactly, and what should you know before developing your lead generation strategy?
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