All articles with "leads" tag

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) […]


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 […]

White whale

In sales terms, a white whale (or simply whale) is a lead that has the potential to bring enormous sales revenue to a company. Whales are large, elusive, and very rare – and sales teams go above and beyond to capture one. In B2B sales, a whale lead is often a business client that’s incomparably […]

Lead enrichment

Lead enrichment is the collection and analysis of data about a lead or a client in order to relate to their needs and improve the sales process. Even more simply put, it is knowing more about a lead to “enrich” the chance of a sale. Lead enrichment gives you a detailed insight into your lead, […]

Lead generation

So, you want to know the answer to the question, “What is lead generation?” Or maybe you’ve heard about the effectiveness of lead gen campaigns and want to try them? Search no more! We will go into all things, starting from what a lead is to how to generate leads, what lead gen trends there […]

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