Understanding Lead Generation Ebook

Lead generation is the process of warming up potential customers for your business and converting them into leads. Using this technique, you make efforts that generate an organic interest within your target segment, so it is the prospect that is most likely to come to the business.

Lead generation falls into two main categories: outbound lead generation (cold calls, direct mail, advertising and e-mail marketing) and inbound lead generation (SEO, social media, PPC). Lead generation is often paired with lead management to move leads through the purchase funnel. This combination of activities is referred to as pipeline marketing. It’s a strategy for acquiring leads for future marketing communication with your brand. To create a lead generation strategy, think of all the touchpoints internet users could have with your company and the ways to convert visitors into leads. Remember, you can use SendPulse’s free subscription forms on your website, that is a must for any lead gen strategy.

A lead is usually allotted to an individual to follow up on. Once the individual (e.g. salesperson) reviews and qualifies it to have potential business, the lead gets converted to an opportunity for a business. The opportunity then has to undergo multiple sales stages before the deal is won.

Download this E-book to grow your knowledge on how to generate leads and how to convert leads to customers