When it comes to sales and marketing, there are two terms that are often used interchangeably: leads and prospects. While they may seem similar, there are some key differences between the two. A lead is someone who has expressed an interest in your product or service, while a prospect is someone who has gone beyond one-way communication and has interacted with you. A potential customer is someone who has proactively expressed an interest in your product or service by performing an action such as filling out a web form.
This is when the potential customer becomes a sales prospect. A marketing leader is a person who shows interest in a brand's products or services, making them a potential customer. They have a definite interest, but may not be ready to commit. On the other hand, any person or organization that expresses an interest in their goods or services with a view to buying, is a sales leader.
At ActiveProcess, we process millions of leads per month for all types of customers. We divide B2C leads into two main categories: marketing leads and sales leads. Marketing leads are used for ongoing marketing campaigns and sales leads are sent directly to an outbound sales process. A sales opportunity is a qualified sales lead.
This means that an opportunity is also an object that represents a potential transaction, but this specific transaction meets certain criteria that indicate a high value for the company or a high probability of closure. Knowing if they're marketing-qualified or sales-qualified leads ready for someone to close the sale is key to success in the sales industry. Data Axle Genie experts have some tips to make sure you're prepared for any situation in the sales industry. If you're new to CRM (customer relationship management) or sales force automation, you might not be familiar with the terms “lead” and “opportunity”. There are a lot of articles about marketing qualified leads (MQL) versus qualified sales leads (SQL).
Finding the ideal customers, reviewing their profiles and making sure they have all the features you need to add them to your list are tasks that require at least 17% of a seller's day. These are just a few of the main settings that define your sales flow, but there are still many other areas of the CRM to configure. Sales opportunity management and CRM help you increase your company's sales process, and the sales lead management system and CRM helps you gather leads and qualify them to take your business to the next process. Contemporary marketing automation now allows potential customers to convert into marketing-qualified leads (MQL) or sales-qualified leads (SQL) through activated online behaviors. Understanding the difference between sales opportunities and prospects will help you outline your communication plan to target ideal customers. The main difference in communication methods is that, while a potential customer is one-to-many, a potential customer involves two-way one-to-one communication.
After qualification, more time and content are invested to guide qualified sales leads through nurturing and through closing. Even if your company doesn't collect sales opportunities, acquiring leads should be part of your marketing mix. Sales leads are usually composed of more data fields (name, email, phone and address) and are more expensive to acquire than marketing leads.