The Sales Qualified Lead (SQL)

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As soon as your MQL is sufficiently enriched, you have the opportunity to move them to this second category.

At this point, marketing teams hand over to sales teams, who can then use all the information they have previously collected to convert the lead into a customer.

As you can see, this is simply the transition stage towards the sales process.

The Customer Purchase Journey – iDeagency
Now that you know how to distinguish between a marketing lead, a sales lead and a prospect, you need to know how to move them from one stage to another.

This is what we will study together.

What are the stages of the evolution from lead to customer?
In order to turn them into a qualified prospect, you need to gather as much information canadian cto cio email list about them as possible while offering them the best possible user experience.

The further you push them into your conversion funnel, the more likely you are to convert your lead into a customer.

To help you visualize your progress, you can consult the TOFU (Top of The Funnel), MOFU (Middle of the Funnel), BOFU (Bottom of the Funnel) methods.

TOFU – MOFU – BOFU – MarketingPedia
Next, we will see the different stages it goes through.

Acquiring a lead
There are different ways to acquire leads :

Prospecting emails
Social Media Acquisition (SEA)
Community management
SEO (creating a blog, for example)
Online or offline advertising
Advertising on radio and television…
However, once this is done, you have no more information about them than what they have agreed to give you. In most cases, it is very little.

This is logical! Neither you nor I want to give all our private information to a company that asks us for it. At best, we leave our contact details. But we don't tell them our interests, our purchasing habits, our professional situation...

However, it is all this information that will help us fine-tune our proposal and make sales. Let's go fishing.