8 min read

Did You Know This About Sales Leads?

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Published on
September 19, 2022

If you're a business owner or a sales and marketing expert, you know how important it is to create leads in order to keep your company growing. But what exactly are sales leads? How do you categorize them? And how should you handle the various types of leads?


What exactly are sales leads?

Potential customers are simply referred to as sales leads. There is, however, a distinction between a "lead" and a "prospect." A prospect is someone who has expressed an interest in your company's products or services.

You've had some two-way conversation with them, and they're working their way down your sales funnel until they become purchasers, if all goes well.

Prospects are referred to as "hot leads," "working leads," "qualified leads," or "nurturing leads" by some business owners and sales leaders. That simply means they are leads who have expressed an interest in your business.

You're now guiding them through the sales funnel with a range of approaches and strategies. Whatever name you give these prospects within your organization, the goal is to offer them further information as soon as possible so that they can be converted into customers.

One thing all leads have in common is that you or someone in your sales and marketing department has identified them as someone who is likely to be interested in your company based on demographics or historical purchasing behaviour.

To get the best results, you'll need to address each sort of lead differently.

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sales leads

Different kinds of sales leads

Cold Leads

Cold leads are located at the very top of your sales funnel. They might not be familiar with your company's name. They could have responded to one of your social media postings or found your site through a Google search and remarked on it.

In general, these leads will be the most difficult to nurture because you will need to establish trust and brand awareness while also educating them about your organization so they can decide if your services are a suitable fit.

A cold lead could also be someone on a cold-calling or email list or someone who fits the demographics of your ideal customers. At this level, the purpose is merely to make initial contact with these prospects and decide whether they are worth pursuing.

It should be easier to start a discussion with warm leads than it should be to get the attention of cold leads.

Warm Leads

Warm leads are already familiar with your company. They may have discovered your organization as a result of a referral from a trusted friend.

Perhaps they found you through your inbound marketing activities, such as blogging or social media outreach, and they've contracted out to ask a question or see if you can assist them to solve their difficulties.

It should be easier to start a discussion with warm leads than it should be to get the attention of cold leads. Reach out to them via phone, email, social media, or even SMS to remind them of previous interactions or to inquire about their special requirements.

When you contact warm leads, make sure to mention their interests and what they've already looked at on your website. Inquiring about their wants can assist you to assess whether they are ready to become a customer.

If not, continue to cultivate the relationship so they are top-of-mind when the time comes to buy.

Now that you've learned how to discover and approach warm leads, it's time to strike up a conversation with them and convert them into customers.

Remember to refer to their interests, ask questions about their requirements, and follow up on a regular basis. Warm leads are more likely to convert into customers if they are engaged in a personable manner.

Information Qualified Leads

sales leads

Information qualified leads, or IQLs, are a type of warm lead who has already provided you with some information about their requirements.

Maybe they filled out a form to get a free e-book that tells you a little bit about who they are. You know they suit your customer demographics, but you may not know anything else about them.

This is when your marketing skills come into play. To learn more about these folks, you must contact them and initiate a conversation. Qualified leads are the best leads since they have already expressed an interest in what you have to offer.

You'll need to ask some qualifying questions to qualify a lead. What are the needs of this person that you can meet? How much money do they have set up for this type of purchase? What is the decision-making deadline?

Once you've determined the answers to these questions, you can begin developing a proposal or pitch that is suited to their specific requirements.

Marketing Qualified Leads

Marketing qualified leads, or MQLs, know a little bit more about your company than IQLs because they've done more than just download one content asset.

Perhaps they attended a webinar, frequented your website, or connected often with your team on social media.

The marketing department can nurture this lead with quality content or encourage someone on the sales team to reach out and evaluate if the MQL is a suitable fit as a customer.

MQLs are vital to track since they show that someone is interested in what your organization has to offer and could be a good potential customer. However, not every MQL will result in a sale, so don't be disheartened if your conversion rate is poor.

Continue to create high-quality material and reach out to folks who have expressed an interest in your product.

What is the best way to qualify your sales leads?

Identifying where leads are in the sales funnel — and when a lead becomes a prospect — can be difficult. You may choose to pursue a conversation with warm leads, MQLs, or SQLs, depending on the size of your sales force and the number of leads in your funnel.

Having a salesperson contact cold leads, on the other hand, may turn them off if they are still getting to know your company.

When deciding when to contact a lead, consider their eligibility based on demographic information, their needs, and their budget.

This information can be gathered by tracking their online activity with your brand or by conducting a discovery call.

The better you are at categorizing and qualifying leads, the grea
ter your conversion rates will be.


sales leads

Sales leads are the lifeblood of any business. By understanding how to identify and qualify them, you'll be able to increase sales and grow your company.

Remember to focus on leads who have already shown an interest in your product, ask qualifying questions, and continue developing a relationship with them through quality content.

With a little effort, you'll be able to turn your leads into paying customers.

Thank you for reading! We hope this article has been helpful in understanding how to blog and qualify sales leads.

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