Understanding Sales Leads

U N D E R S TA N D I N G

SALES LEADS

BRANDON GLICKSTEIN Co-Founder & Integrator at Monster Lead Group

Brandon Glickstein

UNDERSTANDING SALES LEADS To a business, a sales lead is an entity or individual who is a potential buyer of a product or service.

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These leads are usually identified through various marketing efforts, including advertising, direct mail, and third parties. A sales lead differs from a prospect because the latter has yet to be assessed and determined to be interested in becoming a customer.

The quality of sales leads is determined by a few factors, including the accuracy of the data collected regarding the lead and whether the entity had an incentive to provide contact details. Their qualification to become a lead usually happens after a sales professional has assessed and placed their data into a sales pipeline. From there, companies identify whom to target with pitch and marketing materials.

FINDING LEADS Social media marketing has played a significant role in helping companies reach potential customers. However, conventional methods such as networking have also proved effective. Trade shows and other events where people mingle can provide a wealth of sales leads. Using traditional media channels is another way of reaching an audience.

Businesses that practice social responsibility can also find it easier to generate sales leads through their efforts. Time, effort and resources devoted to a local cause will ensure a company puts its name and values in front of potential customers, many of whom may feel positive about interacting with it.

Businesses that practice social responsibility can also find it easier to generate sales leads through their efforts.

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