If you already know your audience (which you should by now), the next step is to find out what they want. Ask them their goals and pain points so you can fully understand what you can do to help them and how to tailor your message to them.

Create a unique selling proposition (USP) for your business and make sure that everyone in the company understands and agrees with it. What can you promise and deliver to potential customers, and what is your value proposition?

You can't get a lead for your business if you don't know what a "lead" is for your business. Make sure that everyone working on the process, especially the Sales and Marketing teams, agrees on who the company wants.

Find out how to talk to your leads by finding out which websites they visit most often, how often they visit, and how they search for information. Once you know the answer, you can use tactics like paid advertising, sponsorship, and affiliate programmes to reach your prospects.

Leads can be made at every step of the sales process, but not all are of the same quality. So, the strategy should be different at each point.

Leads should be sent to the Sales team for the last step (closing), but some may need to be sent to Marketing for nurturing since they may not be ready to buy yet.


Lead nurturing is moving leads through the funnel to prepare them for the last part of the buyer's journey by telling them why they should buy from the business. It's essential to devise a good plan for nurturing and stick to it.

Your company should first have a way to score leads to determine if they are ready to buy. A lead can be either a Qualified Marketing Lead (MQL) or a Sales Qualified Lead when it comes to lead scoring (SQL).

An SQL is a lead that someone from the Sales team should follow up on, while an MLQ is a lead that needs more work from Marketing. To determine a lead's score, you must look at some key indicators. A Service-Level-Agreement (SLA) between the teams can be used to set metrics for these indicators.

Any content that makes customers think of you as a reliable source is worth making. You can share this content in blog posts, images, webinars, whitepapers, eBooks, and other ways.

Depending on your content type, you can figure out how to share it. Websites, social media accounts, and email are all great ways to do this. You can even use gated or exclusive content to get your prospects to give you essential information in exchange for access to their content.

After a lead or customer buys something, you shouldn't stop talking to them. After all, you can use happy customers to get more leads and prospects because they help you understand how lead generation strategies fit into the customer journey. Customers can help you get good press, especially in this day and age of social media.

CRM software is the best way to keep track of how your lead generation is going these days. It's gotten to the point where not having a good customer management tool is the same as planning to fail.

With the right CRM software, you can track the status and success of leads quickly and accurately based on your goals and metrics. In addition to behaviour data, these tools can help you store and manage contact data, which can help you qualify leads.