Business-to-business (B2B) leads are businesses that have the potential to become customers for B2B products or services — such as software, manufactured goods, or raw materials. B2B customers usually have much longer sales cyclesOpens in a new windowand need help with a specific business problem they are looking to solve. As a salesperson, you need to be ready to take them on that journey. They may reach out to you via your website, call a toll-free number, or attend a webinar asking for more information. B2B leads generally pay for their purchases through a finance department and require multiple levels of approval before finalizing them.
Business-to-consumer (B2C) leads are typically individuals who are interested in your product or service. Someone who walks into a store and asks about buying a new phone is an example of a B2C lead. They typically have full approval of their own purchases and complete them in one or a handful of visits, paying with a credit card or cash.
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What is a qualified sales lead?
While leads are a good thing, qualified leads are even better. A america phone number list qualified lead is a lead brought in by marketing efforts (e.g. ads) and then deemed likely to have a solid chance of converting based on need, interest, and product fit. For example, a qualified lead may have taken steps that correspond with past buyers’ behaviors. This was once a labor-intensive process, but with the addition of tools such as automated lead scoring, it’s become easier and more precise.
According to GartnerOpens in a new window, the most qualified leads are recently active on your site or on social media, and find relevance in what you offer.
Sales lead vs. Sales prospect
The difference between a sales lead and prospect is simple: sales leads are any individuals or businesses that have entered your ecosystem that you can identify by name or contact information. That lead may end up being qualified, but may not be — they might end up being a good fit for your product. A prospect, on the other hand, is a qualified lead that sellers are actively pursuing. More on that below.
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Types of sales leads
There are three types of sales leads, based on where they are in the sales funnel:
Cold leads: A cold lead has never connected with you or your company and may not know about your products at all. Often said to be in the awareness phase, these leads are exploring potential solutions to their business problem or — in the case of consumers — a need or want they have. They may be determining costs and comparing you with other companies that sell a similar service or product.