All articles with "lead-generation" tag

Field sales

Field sales, also known as outside sales, refer to the selling of products or services by sales reps outside the office or a formal team environment. Salespeople literally go out into the field to meet with prospective customers, hence the term.  The specifics of a field sales force don’t presuppose special working hours or an […]

Bad leads

When it comes to lead generation, higher quantity doesn’t mean better quality. The biggest mistake marketers make is getting hundreds of leads, whom salespeople will further estimate as ‘bad.’  Who are bad leads? Bad sales leads are low-qualified prospects who have a low likelihood of buying from a company. Often called ‘tire kickers,’ they have […]

Buyer behavior

Buyer behavior refers to the decision and acts people undertake to buy products or services for individual or group use. It’s synonymous with the term “consumer buying behavior,” which often applies to individual customers in contrast to businesses. Buyer behavior is the driving force behind any marketing process. Understanding why and how people decide to […]

Marketing qualified lead (MQL)

Getting the right leads that have higher chances of converting into sales is a necessity. Before becoming a client, your prospect goes through several qualification stages in the sales cycle. Some companies qualify leads in multiple stages, for example, marketing qualified leads and sales qualified leads. What is a marketing qualified lead? A marketing qualified […]

Lead qualification

When it comes to sales marketing, focusing on finding prospects that have higher chances of converting into customers is a necessity. The process of filtering through hundreds of potential leads to find the best ones is called lead qualification. Lead qualification definition Lead qualification is determining whether a lead fits your ideal customer profile (ICP) […]

Click-through rate (CTR)

Online marketing is aimed at finding potential consumers with the help of digital channels. Users surf the Internet, socialize online, and focus their attention on the most interesting blogs, informational and commercial websites, as well as attractive advertisements. Click-through rate (CTR) is one of the ways to measure the success of the search engine, advertising, […]


Informational technologies use special commands that initiate different actions automatically. These event-driven procedures are called triggers.  Triggers are used for different purposes and are in particular demand in online marketing campaigns (email triggers, lead generation triggers). Trigger-based solutions help to create innovative automated processes for a range of activities. The term “trigger” is associated with […]


Prospecting is the process of identifying potential customers, finding them, and creating a base of leads with the goal of further communicating and converting them into paying customers.  Prospecting is sometimes defined as lead generation. However, while lead generation includes both inbound and outbound approaches, prospecting deals with outbound only. In the sales funnel, prospecting, […]

Lead nurturing

Marketing is replete with strategies and models, one of which is the sales funnel. Lead nurturing is responsible for each stage of the sales funnel conversion, aiming to develop mutually beneficial relationships between the company and purchasers, centering around the main needs of the audience. The core task of lead nurturing is to provide future […]

Outbound sales

As opposed to inbound sales, where sales agents expect leads to initiate interest and ask about a service or product, outbound sales are more proactive. It’s presumed that a prospect has no information about the product or has barely heard of it. The outbound sales reps’ job is to present the potential client with a […]

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