This is the stage where you select people who seem to have a certain level of interest and hand them over to sales with a request to "follow up.
In the first place, if you just hand over the collected leads to sales with a request to "follow up," sales will be in trouble. There will be too many to follow up, and some of them may not be very interested in the product (it's pointless to try to negotiate with someone who just attended a seminar because their boss told them to). Therefore, the marketing side selects the leads to a certain extent and only hands over those who seem to be worth negotiating to sales. This is lead qualification.
Considering the above, we can see that even though we say "leads" in general, the ukraine mobile phone numbers database quality can vary greatly depending on their interests. A "lead" who just attended a seminar (without any particular interest) and a "lead" who is eager to hear from sales are almost different even though they are both leads.
Effective lead generation methods for B2B marketing
Now, let's look at the specific measures taken in the first phase of the demand waterfall, Inquiry (lead acquisition). Lead acquisition measures can be broadly divided into two types: "outbound" measures, in which a company actively approaches customers, and "inbound" measures, in which a company makes it easy for leads to find the company's products and services.
Outbound
Outbound is a method of approaching from the company side. Examples include exhibiting at events and exhibitions, advertising on the web and paper media, telemarketing, and direct mail.
For example, at an exhibition, you can broadly promote your products and services while narrowing down the target to a certain extent, such as people who are interested in the theme of the event, and for web advertising, you can narrow down the target to people who searched for attributes or related words. On the other hand, you can also develop the desired lead group through telemarketing, such as attacking enterprise companies you want to target in the future or industries that are compatible with your company's products.