It is now known how in the digital age buyers have completely changed their purchasing processes and how this transformation has forced B2B companies to change their sales procedures in turn. A study by CEB, Corporate Executive Board has highlighted a very interesting fact: on average a buyer completes 57% of the process even before contacting a sales representative.
In this article we will deal with Marketing qualified leads Sales qualified lead There are many new lead generation techniques and inbound marketing teaches how to qualify the commercial contact well before direct contact with the company. funnel_of_methodology_inboun Australia Telegram Number Data marketing.pngThe image alongside shows the funnel of the inbound methodology which is based on attracting qualified traffic to the site, converting visitors into leads and transforming them into customers. The power of inbound marketing lies in the contents that precede the work of the commercial team, attracting valid and interested leads who.
have therefore already undertaken an autonomous purchasing journey. Marketing qualified leads Inbound marketing platforms like HubSpot allow companies to manage leads obtained from content marketing activities through marketing automation mechanisms . In these processes, the knowledge obtained in the conversion phase from company website users into leads is exploited, such as demographic data or the analysis of visitor behavior, in order to carry out an initial classification of commercial contacts. Each company will need to internally establish and align the marketing and sales teams.