LEAD GENERATION FOUNDATION
Building Your Prospect Acquisition System
01 02 03 04 05
Target Channel Content Capture Initial
Definition Selection Creation Mechanism Qualification
Identify ideal Choose appropriate Develop valuable Set up forms and Assess lead quality
customer profiles and marketing channels resources that attract landing pages to using predefined
create detailed buyer based on audience and engage potential collect prospect scoring criteria and
personas preferences and customers information requirements
behavior
LEAD SOURCE CATEGORIES
Primary Channels for Prospect Discovery
Digital Content Referral Events Direct
Marketing Marketing Programs Networking Outreach
Attract prospects with Attract prospects with Leverage satisfied Connect with potential Proactively contact
valuable blogs, guides, valuable blogs, guides, customers to customers at prospects through
and educational and educational recommend your conferences, trade email, phone, and social
resources resources products to others shows, and meetings channels
LEAD QUALIFICATION PROCESS
Identifying High-Value Prospects
01 02 03 04 05
Initial Needs Budget Timeline Final
Contact Assessment Verification Confirmation Scoring
Capture basic prospect Determine if prospect Confirm prospect has Establish when prospect Assign qualification
information through has genuine interest financial resources to plans to make buying score based on all
forms or direct and purchasing make purchase decision or assessment criteria
communication authority decisions implementation combined
LEAD NURTURING SEQUENCE
Converting Prospects into Sales Opportunities
Welcome Educational Case Product Sales
Series Content Studies Demonstrations Handoff
Send introductory emails Provide helpful resources Share success stories and Offer trials, demos, or Transfer qualified leads to
with company information that address common testimonials from similar consultations to showcase sales team for direct
and value propositions prospect challenges and customer situations solution capabilities conversation
questions
LEAD SCORING COMPONENTS
Four Key Evaluation Criteria
Demographic Fit Behavioral Engagement
Assess how well prospect matches
01 02 Track website visits, email opens, and
ideal customer profile characteristics content download activities
Purchase Intent Company Information
Measure demonstrated interest in
04 03 Evaluate prospect organization size,
products through specific actions taken industry, and growth potential factors
CAMPAIGN DEVELOPMENT PROCESS
Creating Effective Lead Generation Campaigns
Goal Message Creative Channel Performance
Setting Development Production Deployment Monitoring
Define specific Create compelling value Design landing pages, Launch campaigns Track results and adjust
objectives for lead propositions that advertisements, and across selected tactics based on
quantity, quality, and resonate with target content materials for marketing channels campaign effectiveness
conversion targets audience campaigns with proper tracking metrics
LEAD MANAGEMENT BEST PRACTICES
Optimizing Your Prospect Handling System
01 02 03 04 05
Response Consistent Personalized Multi-channel Lead
Speed Follow-up Messaging Approach Database
Contact new leads Maintain regular Customize Use combination of Keep detailed records of
within one hour to communication communications based email, phone, and social all prospect interactions
maximize conversion schedule to keep on prospect interests media for outreach and preferences
potential prospects engaged and and previous
interested interactions
CONVERSION FUNNEL STAGES
Moving Prospects Through Sales Process
Consideration Phase
Present product benefits and
address concerns during
evaluation process
Awareness Generation
Create visibility and attract
attention from potential
customer audience
Decision Making
Guide prospects through final
purchase considerations and
objection handling
Interest Development
Engage prospects with relevant
content and solutions to their
problems
LEAD QUALITY METRICS
Measuring Prospect Value and Potential
Conversion Rate Lead Score Sales Velocity
Percentage of leads that Numerical rating based on Average time required to
become paying customers demographic and behavioral convert qualified leads into
over time qualification criteria closed deals
WORKFLOW OPTIMIZATION AREAS
Key Focus Points for Continuous Improvement
01 02 03 04
Source Performance Process Efficiency Content Effectiveness Team Productivity
Analyze which channels Streamline qualification and Test different messages and Train staff and improve tools
generate highest quality leads nurturing steps to reduce materials to improve to handle more leads
and best results conversion time engagement rates effectively
