Cold lead or unqualified lead
This is the lead that has the lowest probability or potential to become a sale in the short term since it is at the top of the sales funnel.
This means that they have had some type of interaction with the brand but are not predisposed to buying its products or services.
These are the leads to which actions will need to be applied within a lead nurturing strategy in order to generate the trust they need to make their purchase.
Marketing Qualified Leads
This is a lead that has maintained contact and interacted with a brand's actions and proposals on several occasions and has not yet decided to make a purchase.
In short, it is a lead that is at an intermediate point in the sales funnel.
To get them to end up buying, it is necessary to qatar email database free create marketing actions that allow determining whether or not they can be a business opportunity for the brand.
Hot lead or sales qualified lead (Sales Qualified Leads)
This is the lead that has the greatest probability or potential to become a sale in the short term and, subsequently, a loyal customer in the long term (if managed correctly), since it is at the bottom of the sales funnel.
In order to ensure that these leads end up making their purchase, it will be necessary to have a sales/commercial team that is responsible for obtaining the information necessary to definitively close the sale.
Lead scoring - Types of Leads
How to determine which phase each of our leads is in?
In order to determine which phase of the sales funnel each lead is in, it is necessary to establish criteria that allow potential customers to be identified and differentiated from each other based on the rating they receive.
To do this, it will be essential to define what type or number of actions a lead has to perform to be of interest to the brand and determine its type.
Based on this criterion, each action will have to be given a score in order to determine which phase of the sales funnel the lead is in and, in this way, to be able to determine the actions that will be necessary to stimulate their purchase.