Prospecting is the first phase. The main objective here is to find potential customers to move them to the next stages of the sales funnel. It is through lead generation that it will be possible to move on to the qualification phase, which we will see next.
Prospecting can be done in different ways. One of them is active prospecting. That is, when the salesperson goes to meet the customer. Generally, for B2B businesses, this activity is done through face-to-face meetings at trade shows and events or through potential contacts on LinkedIn, emails and phone calls, for example.
Another form of prospecting is through Inbound Marketing. This is a strategy known as Attraction Marketing. The practice consists of a set of actions that aim to attract potential customers, making them aware of your company and getting in touch. All of this is done by offering quality content.
To work with Inbound strategies, it is necessary to have the support of the Marketing team, which will be responsible for executing lead capture actions, among other activities.
In active prospecting, the professionals who work on qatar whatsapp data generating leads are SDRs and BDRs, but working together with Marketing is still important. This is because this sector directly helps in identifying your personas, the ideal customer profile, their pain points and needs, in addition to working on the relationship and nurturing of contacts.
2 Qualification
Qualification is the final stage of the prospecting stage. They are worked on together to correctly identify the prospect according to the ideal customer profile.
Qualification can be done with either the Marketing or Pre-Sales teams. This is the stage designed to analyze the profile, pain points and needs of the lead, and whether your solution is capable of solving them.
It is worth noting that lead qualification by Marketing makes the customer journey clearer and more assertive as they progress through the stages of the sales funnel. In addition, having Marketing qualification optimizes the work and analysis of the sales department, which will already receive contacts with some defined information.
And it is precisely with Marketing automation that it is possible to further optimize this stage. Creating flows helps with contact nurturing, accompanying the lead through the initial qualification processes.
This simplifies repetitive activities, which generates savings and speed. According to a study by SendPulse, cited by the Terra portal , the use of automation in companies will increase by 98% in the next 5 years. Currently, 80% of them already use this tool.