Awareness phase as in the Consideration

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Persona  by listing all the criteria that characterize a qualified and mature lead and the naturally discriminating characteristics  which ultimately characterize a bad lead. This Persona work must be carried out by the Marketing department and the sales department . Once your Lead Scoring is configured, you will be able to automatically determine what actions should be taken for each of your leads . the lead management matrix to convert As you can see in this Lead management matrix that we use for our clients, certain leads should be contacted immediately by the sales department while others require a little more work by the Marketing department.


Concretely, Marketing takes care of the Dig and Feed boxes of the matrix while the Mexico Phone Number Data sales department prioritizes the Contact box. For the Escape box, it speaks for itself! . Send the right message to the right person at the right time The buyer follows a step purchasing journey buyer journey how to attract customers with Inbound Marketing Depending on their position in this purchasing journey, their content needs vary they do not ask themselves the same questions in the or Decision phase. Lets be clear, if you are an innovative company, the vast majority of your leads will not be mature.





A Hubspot study specifies that  of Leads generated in BB are not ready to purchase . To convert your leads into customers, you will therefore often have to work them by sending them quality information to help them mature their thinking. Marketing Automation allows you to feed your leads thoughts in an automated way and to be alerted when they have reached maturity . The best practices aim to do this based on the behaviors of your Leads. To do this, Marketing and Sales must align and think together about Trigger Events.