For marketing professionals, on the other hand, a lead is a person from a target company who has shown interest in one of the campaigns.
Marketing is responsible for generating the company's leads, but its prospects aren't necessarily interested in having a conversation with sales. They're just exploring before considering options.
In contrast, B2B buyers are not predisposed to having a conversation with mobile phone saudi arabia mobile number directory a salesperson until they are 60 or 70% advanced in their purchasing process.
This leaves us with two possible solutions:
O Marketing moves towards qualifying and cultivating leads with valuable content to guide the sales process, accompanying the buyer in the awareness and consideration phases.
Sales is looking for a way to transform its traditional sales style into a more customer-oriented one, becoming a true guide in the purchasing process, using its knowledge to provide more and better advice.
According to a recent report from a global B2B software manufacturer, 72% of buyers believe that the content on the web is rubbish and does not help them to efficiently navigate their purchasing process. Great opportunity for sales and marketing areas to come together and be true generators of valuable content. Right?
One way to clarify the confusion between marketing and sales is to create an SLA between both areas, which allows you to define exactly the different categories of leads: IQLs, MQLs, SQLs.