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Trends in your Leads strategy 2020

The Generation of Leads has always played an important role in the success of each company. Every company needs to generate leads to ensure its growth and be competitive in the market.

There are thousands of strategies – we already saw it in our Lead Generation article – however, with this new year new trends arrive for the generation of leads that we cannot ignore and that we must carefully analyze to determine whether or not it applies to our strategy.

In this article we leave you the 5 trends of Lead Generation that LeadMarket considers important for this 2020:

Events to get qualified Leads

Holding a real-time event or corporate workshops is a proven lead generation strategy for IT companies. And one of the main reasons why this is a trend is that it facilitates the explanation of the advantages of using its solutions. The company can present all the advantages in a more practical and clear way; characteristics and contours of the problems you want to solve and how your solution proposal may fit.

Lead Generation

We already saw in the previous article the difference between MQL vs SQL, where a Lead is defined as a company / decision-maker expresses interest in acquiring our product or service. We also saw that there are several types of Lead, which, what interests us most are those qualified leads or also called hot leads, since the probability of generating transactions and converting them into customers is high. But, how can we obtain leads adapted to our business (B2B)?

B2B Digital Marketing

Before you start identifying which digital marketing strategies you should adopt, it is important that you understand that you will need, at least, 9 to 12 months of work until you start seeing good results. Contrary to popular belief, generating good leads through digital marketing is a long process that has to be adjusted and optimized through time.

Strategies for channel management

Channel management is the process by which you make your products or services get to the final customer. This process can be very simple, when the manufacturer sell directly to the final costumer; or it can be a lot more complex, when it involves wholesalers or resellers, for instance.

MQL vs SQL

Both a Marketing Qualified Lead (MQL) and a Sales Qualified Lead are, as the name indicates, a qualified lead. However, the type of qualification varies, especially due to them being usually developed by different departments with different objectives.

Considerations when defining a MQL and a SQL

Considerações para definir uma MQL e uma SQL

Usually, a person that has interacted with your company’s website, or some sort of digital presence of yours, and revealed an interest by your contents (filled out a form, participated in a poll, etc.), providing a little bit of information (name or email), is considered a MQL.