Optimized Lead Generation

Lead generation requires us to understand and follow the different stages of engagement that a business prospects progresses through. By analyzing a buyers “digital body language’ you can categorize buyers as the following:

  1. Inactive
  2. Aware
  3. Engaged
  4. Interested
    1. Needs Analysis of some sort
    2. Solution Presentation
    3. Solution Proposal
    4. Commitment and Negotiation
    5. Closed Deal

At a certain point sales must get involved. This is the point when successful lead generation campaigns are truly determined. If the leads close and efficiently convert and request sales attention then your lead generation campaign is generating qualified prospects. However, many marketing and lead generation companies provide leads that do not close and focus on quality and not quantity. It is important to understand the stages of buyer engagement to know when to pass leads onto sales, or when to continue developing and nurturing the prospect for a later date.