The term ‘lead’ refers to new contact generated by any type of marketing activity. When it comes to the B2B world, a lead doesn’t refer to a private individual, but is someone acting on behalf of a company. B2B leads can be a name, a business email address, the company name and/or a phone number.
Aside from this data, a high-quality lead may have the potential to become a new customer. The best indicator to be a promising lead is when someone at a company shows interest in your content and product.
Having said that, you need to ensure that you employ the most effective B2B lead generation strategies for things to work in your advantage. But for this to happen, you need to know what MQL and SQL mean for your B2B lead generation strategies.
Well, a Marketing Qualified Lead (MQL) is a lead who has shown interest in your offer as a result of your marketing campaigns or has a high chance of becoming a customer for other reasons. A good MQL B2B lead generation example is a website visitors who downloads a whitepaper.
Before MQLs are handed over to sales, they must first become an SQL, which stands for Sales Qualified Lead. An SQL is a lead that is ready to be contacted by a sales rep. The lead becomes an SQL either through lead nurturing or a direct purchase intent. With Sales Qualified Leads, you save your sales team valuable time because an SQL is regarded a truly relevant lead.
It is important to note that efficiency is the number one priority in B2B sales. Creating and pitching complex, high-priced offers takes a great deal of effort for sales departments. The best B2B lead generation strategies create a strong foundation for sales activities and effectively reduce effort, minimize churn, and keep the sales cost ration low.
B2B lead generation services have the potential to identify your ideal customer profile and support the discovery of untapped customers. When you create a rich and full B2B lead generation funnel, you ensure a steady stream of pipeline.
