Part II - Lead Management and Optimization Flashcards
What is the lead conversion process?
- Attracting leads (into a CRM/ marketing software)
- Nurturing them into paying customers
Is lead generation part of sales or marketing?
It is part of both sales and marketing with distinct roles in each area
What does marketing lead generation involve?
Attracting interest/leads and converting them into MQLs
What does sales lead generation convert?
MQLs into SQLs
Do lead generation services work?
Yes, if the right program and strategy are selected to achieve a good ROI
Buying what should be avoided in lead generation services?
Buying leads (it may not ensure quality or relevance)
Who do you have to know to build a successful lead generation program?
Your target audience
How can knowledge of the target audience improve lead generation?
By helping craft effective strategies and better campaign results
What should marketers do when testing new channels for lead generation?
Focus on one or two channels, then test and focus on those delivering high-quality leads
What role does lead generation software play in marketing?
It facilitates communication across multiple channels and helps qualify leads
What is a lead magnet?
Something (content, etc.) offered to collect information and create/attract leads
Why is it important to create lead magnets for every stage of the customer journey?
-To provide value
-To collect critical information for personalized campaigns
How do lead gen campaigns, that convert well, approach customer relationships?
They focus on nurturing relationships over time rather than hard selling
Examples of effective methods to nurture potential leads
Content
Chats
Personalized follow ups
Social Media
How can social media be used in lead generation?
To connect/talk to the target audience on platforms where they are active
