Lead Generation: How to Identify and Acquire Potential Customers
Posted: Tue Dec 03, 2024 8:12 am
What is a lead and what is meant by lead generation or Lead Generation? Lead Champion explains it to you!
Samsung's Tech Habits 2016 research highlighted that more than 88 % of Italian interviewees have pretended to know a tech term at work at least once . This is a widespread dynamic, given that many professionals prefer to hide georgia phone number library their presumed ignorance: which is not ignorance, given that every day we find ourselves having to deal with new terms, invented from scratch.
In this article we will try to explain the meaning of Lead in the context of B2B marketing: what is a lead ? What is meant by lead generation?
Einstein once said “If you can’t explain it to your grandmother, you don’t understand it well enough”, so we will make sure that the message is as clear and direct as possible. But we will also look at some more controversial issues, because behind the concept of lead there is a world!
Well, let's find out together what a lead really is.
What is a lead?
If we look up the word 'lead' in the Oxford dictionary we find
Someone or something that can be helpful, especially a potential customer or business opportunity .
Here: the very concept of “potential customer” is the essence of the answer we are looking for. Generally, when we talk about “lead” we think of the email address of a potential customer. In reality, however, the definition of lead is much broader.
Marketo defines “lead” this way:
A lead is any entity, company or person, who has shown concrete interest in a product or service .
A potential customer shows interest not only by filling out a form: interest can also be recognized by some specific online behaviors . Imagine a user who visits the product page several times or, even better, the price list. The user may not have filled out the form, but this does not mean that he is not interested or that this is not a business opportunity.
Marketing VS Sales
As we said at the beginning, the concept of lead also brings with it some rather complex issues. In fact, the different interpretations of the term lead can cause internal conflicts!
In marketing, a lead tends to be anyone who has shown any level of interest. Sales, on the other hand, tends to adopt a less inclusive definition, because it focuses only on contacts who have shown a concrete interest.
If for marketing the number of B2B leads generated is important, thus giving a quantitative weight to the concept, for sales it is more important to understand the true interest of the lead, thus attributing a qualitative meaning . Obviously the distinction is not always so clear, but there are certainly some divergences in the way in which the different company functions interpret the results of B2B lead generation activities .
Samsung's Tech Habits 2016 research highlighted that more than 88 % of Italian interviewees have pretended to know a tech term at work at least once . This is a widespread dynamic, given that many professionals prefer to hide georgia phone number library their presumed ignorance: which is not ignorance, given that every day we find ourselves having to deal with new terms, invented from scratch.
In this article we will try to explain the meaning of Lead in the context of B2B marketing: what is a lead ? What is meant by lead generation?
Einstein once said “If you can’t explain it to your grandmother, you don’t understand it well enough”, so we will make sure that the message is as clear and direct as possible. But we will also look at some more controversial issues, because behind the concept of lead there is a world!
Well, let's find out together what a lead really is.
What is a lead?
If we look up the word 'lead' in the Oxford dictionary we find
Someone or something that can be helpful, especially a potential customer or business opportunity .
Here: the very concept of “potential customer” is the essence of the answer we are looking for. Generally, when we talk about “lead” we think of the email address of a potential customer. In reality, however, the definition of lead is much broader.
Marketo defines “lead” this way:
A lead is any entity, company or person, who has shown concrete interest in a product or service .
A potential customer shows interest not only by filling out a form: interest can also be recognized by some specific online behaviors . Imagine a user who visits the product page several times or, even better, the price list. The user may not have filled out the form, but this does not mean that he is not interested or that this is not a business opportunity.
Marketing VS Sales
As we said at the beginning, the concept of lead also brings with it some rather complex issues. In fact, the different interpretations of the term lead can cause internal conflicts!
In marketing, a lead tends to be anyone who has shown any level of interest. Sales, on the other hand, tends to adopt a less inclusive definition, because it focuses only on contacts who have shown a concrete interest.
If for marketing the number of B2B leads generated is important, thus giving a quantitative weight to the concept, for sales it is more important to understand the true interest of the lead, thus attributing a qualitative meaning . Obviously the distinction is not always so clear, but there are certainly some divergences in the way in which the different company functions interpret the results of B2B lead generation activities .