In 2021, how to solve the lack of leads in B2B businesses.
Posted: Sun Dec 22, 2024 6:04 am
“I don’t have enough leads” is one of the most common complaints among sales and marketing leaders in B2B (Business to Business) companies.
In this article we tell you 1) Why it happens; 2) How we can solve it.
What kind of leads are you missing?
We usually talk about “LEADS” in a generic way, although the truth is that there are different types of leads and we must know them to know which one we are missing .
As we can see in the following graph, there are 4 types of leads, in relation to the stage in which each one is in its journey:In 2021, how to solve the lack of leads in B2B businesses.
Leads IQLs: Information Qualified Lead / Early Stage / Commercial interest not yet detected.
These are leads that enter our marketing funnel in an “early phase” or also country area code philippines known as the awareness phase. They are usually those contacts that download educational content (ebooks, papers) and have not yet shown commercial interest.
Leads MQLs: Marketing Qualified Lead / Intermediate Stage / Early Business Interest.
They match our target client or buyer persona. They are usually in the discovery phase and looking for information to compare different solutions to their needs. They are beginning to show commercial interest.
Leads SQLs: Sales qualified lead / Advanced stage / Declared commercial interest.
These are target leads that have shown a commercial interest through a request for information about a product or service, a demo, a phone call to sales, etc.
Opportunities / Late Stage / Business Talks Underway
A lead becomes an opportunity when it is established that its need is in line with the value offered by the company, the potential client can pay for the service, we are in contact with a decision-maker, and there is an established time period for the contract or purchase.
In this article we tell you 1) Why it happens; 2) How we can solve it.
What kind of leads are you missing?
We usually talk about “LEADS” in a generic way, although the truth is that there are different types of leads and we must know them to know which one we are missing .
As we can see in the following graph, there are 4 types of leads, in relation to the stage in which each one is in its journey:In 2021, how to solve the lack of leads in B2B businesses.
Leads IQLs: Information Qualified Lead / Early Stage / Commercial interest not yet detected.
These are leads that enter our marketing funnel in an “early phase” or also country area code philippines known as the awareness phase. They are usually those contacts that download educational content (ebooks, papers) and have not yet shown commercial interest.
Leads MQLs: Marketing Qualified Lead / Intermediate Stage / Early Business Interest.
They match our target client or buyer persona. They are usually in the discovery phase and looking for information to compare different solutions to their needs. They are beginning to show commercial interest.
Leads SQLs: Sales qualified lead / Advanced stage / Declared commercial interest.
These are target leads that have shown a commercial interest through a request for information about a product or service, a demo, a phone call to sales, etc.
Opportunities / Late Stage / Business Talks Underway
A lead becomes an opportunity when it is established that its need is in line with the value offered by the company, the potential client can pay for the service, we are in contact with a decision-maker, and there is an established time period for the contract or purchase.