ALEA's Universal Definition of a Lead

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When Does a Lead Become a True “Sales Lead?”

Your demand generation campaigns are bound to generate responses. But are these all leads, worthy of follow-up by your sales reps? Even inexperienced marketers know that the majority of responses are simply inquiries: people seeking more information or responding to a promotional offer.
Distributing raw inquiries to your sales reps without at least some basic qualification mechanism to categorize the ones that are true sales leads can be a suicidal experience. So, the real question is: how do you identify a legitimate “sales lead?”

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ALEA's Universal Definition of a Lead

  1. 1. Universal Definition of a Lead<br />
  2. 2. Definition of a Lead<br />Today, with the plethora of CRM and sales automation tools available to marketers, there is a tendency for marketing committees and consultants to overcomplicate the process and devise ever-changing formulas, scoring mechanisms, and rules to make this determination. <br />
  3. 3. Definition of a Lead<br />At ALEA, we have found that, regardless of our clients’ business, a sales lead can ALWAYS be defined by five simple criteria:<br />
  4. 4. Definition of a Lead<br />1. Right company or demographic- They fit the profile of the organizations or people that are already your best customers.<br />
  5. 5. Definition of a Lead<br />2. Right person- A person who is a decision maker, champion, influencer or at least a recommender.<br />
  6. 6. Definition of a Lead<br />3. Real pain point- The prospect has indicated a need for your services/products and has a keen interest about what you are offering.<br />
  7. 7. Definition of a Lead<br />4. Realistic decision timeline- The prospect has a strong likelihood of making a “buy” decision soon and has the budget to pay for it.<br />
  8. 8. Definition of a Lead<br />5. Willingness to engage- The prospect is ready and willing to receive further sales contact. At ALEA, we call this the “glue.” If a prospect is not willing to have a sales dialogue, nothing else matters.<br />
  9. 9. Please contact us for more information about B2B Lead Generation<br />Website:www.theALEAGroup.com<br />Blog:www.LouisFoong.comEmail:info@thealeagroup.com<br />Contact Louis Foong:<br />lfoong@thealeagroup.com<br />www.LinkedIn/in/louisfoong<br />

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