From 0 to 100, how to generate leads?

Photo by david latorre romero on Unsplash

A Supercar sprints from 0 to 100 km/s in less than three seconds.

Pretty similar to a Supercar, one of the biggest challenges for a sales team, it is to react as fast as possible to customer’s requests. Any small, tiny or micro insight can generate business. It looks super easy, but of course, it is not, there are some considerations :

1. not always the request is direct and understood by the sales team immediately;
2. the sales team has to be in the right place at the right time to get information, before others;
3. the sales team should have always updated knowledge to understand the customer’s request;
4. the sales team needs to do some actions to get useful leads;

Complete journey to convert a Stranger to Buyer

I usually use this schema to clarify the buyer journey to my sales team:

Let’s get in detail each stage:

Strangers: has a need, but still doesn’t know how to solve or whom to contact. It usually starts to search online or ask other people to gain knowledge.

Subscriber: the classical example, your company has a website, talking about a specific product or solution, with a big button, “leave your email and subscribe for the mailing list”. The subscriber is pushed by the awareness that your company might be useful to identify the problem.

Lead: a Lead is a contact, individual or organization that represents a potential customer that expresses an interest in your product or services. A Lead can get qualified in two categories: Marketing Qualified Lead or Sales Qualified Lead. Most of the time, a Marketing Qualified Lead can become a Sales Qualified Lead.

Marketing Qualified Lead (MQL): it is usually identified, as the person who’s doing the first step and walks through your solution/product portfolio, as well a person that has a specific intention to buy, pushed by the curiosity on getting more information about price and maybe even asking to try the solution or the product. There are ways to discover if a lead is an MQL, first of all, the lead is following your company, participating in events, webinar and…