The result is an increase in conversion rates, the generation of more qualified leads, and much more efficient sales prospecting. With the right data, your team can understand customer behavior patterns, predict demand, and direct sales efforts to areas of greatest impact.
In this article, we will detail how the strategic use of data can transform the prospecting of qualified leads, also analyzing how BigDataCorp's data platform can provide the necessary information to drive commercial efficiency.
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What is a qualified lead?
A qualified lead is a potential customer who has shown interest in a company's products or services and has characteristics that indicate a high probability of converting into a customer. These leads are identified based on specific criteria, which may include:
Demographic data;
Browsing behavior;
Previous interactions with the company;
Other signs of purchase intent.
There are three main types of qualified leads:
1. Marketing Qualified Lead (MQL)
An MQL is a lead that has been identified by the marketing team as someone who has a high potential to become a customer, based on their interactions with marketing materials, such as:
E-book downloads;
Webinar registrations; or
Positive responses to email marketing campaigns.
2. Sales Accepted Lead (SAL)
A SAL is a lead that has been evaluated and accepted by the sales team after being qualified by marketing. This lead has been deemed ready for sales and has gone through an initial screening process to verify its conversion potential.
3. Sales Qualified Lead (SQL)
An SQL is a lead that has been evaluated by the sales russia phone number team and is closer to making a purchase decision. This type of lead has already passed through the marketing funnel and is now being prepared to receive a direct sales proposal.
Lead qualification is essential to efficiently direct marketing and sales efforts , ensuring that teams focus on contacts that truly have the potential to generate revenue for the company. Using data for this qualification makes the process even more accurate and effective, increasing the chances of conversion and optimizing both the company's time and resources.
How to prospect qualified leads using data?
One of the main ways in which data proves to be a powerful ally in qualified prospecting is in the possibility of monitoring and analyzing the behavior of potential customers in their interactions with the company, identifying which leads are most likely to convert.
For example, analyzing pages visited, time spent on each page, downloads of materials, and engagement with marketing campaigns can provide insights into the level of interest of leads. However, this is not the only way. Below, we detail other practices to optimize lead prospecting using data:
Data enrichment : Using external data sources to supplement the information you already have about your leads can provide a more complete view. Additional information such as purchase history, position in the company, and social media presence helps identify leads that better align with your ideal customer profile;
Market segmentation : segmenting your market using specialized tools and, from this segmentation, extracting leads that make sense for your business is also an alternative. It is important to remember, however, that leads from segmentation are “cold” contacts, meaning that you will need to work on the basis of campaigns to ensure optimal use of the data acquired.
Campaign segmentation : segmenting your marketing campaigns based on demographic, behavioral, and psychographic data allows you to personalize messages and offers for different groups of leads. This personalization increases the relevance of campaigns and, consequently, conversion rates;
Implementing lead scoring : Lead scoring is a method of prioritizing leads based on a point system. Each interaction or behavior that indicates interest is scored, allowing the sales team to identify which leads are most ready to move forward in the sales funnel. For example, opening emails, downloading whitepapers , or attending webinars can increase a lead’s score, signaling that they are closer to making a purchase decision;
Use automation tools : Marketing automation tools can help you capture and analyze lead interaction data efficiently. These tools track activities, generate detailed reports, and automate the delivery of relevant content, making it easier to nurture leads through the sales funnel.
By incorporating these data-driven practices, companies can significantly improve the quality of leads entering the sales funnel, directing efforts to contacts most likely to convert, and thereby increasing both success rates and the overall efficiency of the sales process.
What are the advantages?
This data-based qualification process allows the company to better understand the needs of leads, focusing on contacts with the greatest conversion potential. The main advantages include:
Greater focus on real opportunities;
In-depth knowledge of leads;
Reduction of the sales cycle;
Predictability in sales;
Reduced churn;
More profitable sales;
Improved customer loyalty.
Using data to qualify leads not only optimizes the work of sales teams but also contributes to more sustainable and profitable growth for the company.
Count on the best data for your prospecting
At BigDataCorp, we put all the power of data in your hands, allowing you to build the best databases and lists for commercial prospecting on the market. With BigLead, your company can generate databases for commercial prospecting based on thousands of attributes about companies, finding assertive contacts to speak directly to your target audience.
Advantages of BigLead:
+55 million companies mapped : a vast database to explore and identify potential customers;
+1,000 different attributes for segmentation : robust tools to filter and segment the population, finding the ideal target audience;
+100 datasets available for consultation : the best segmented list for your company, offering complete and accurate data;
Leads for direct contact or campaign targeting : unlimited lead generation to boost your marketing and sales campaigns.
Our data includes company information, contacts, and financial attributes such as billing, payment, and credit. You can choose from over a thousand attributes to segment the population and find your ideal target audience, achieving up to 45% qualification in exported cold leads.