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But what does the ideal customer actually look like? Modern companies are increasingly using the buyer persona concept, which is ideal for defining the ideal prospect or ideal customer. You choose a customer whose type you would like to have more of. You work with a picture and placeholders, define some important profile characteristics and create a real fictional character. Position, industry, company size, personality traits or even search behavior could characterize this character.

Based on this profile, you can ultimately

Beduce which information the lead needs singapore phone number list to further advance the decision-making or purchasing process. When developing your buyer persona, you should also ask yourself which channels your interested party and potential buyer uses. This is because this has a significant impact on where you publish and promote your content. Possible channels include: company blogs, video portals, social media platforms, newsletters or specialist portals. Customers from the B2B environment in particular prefer different channels than those from the B2C environment.

In order to develop the prospective

customer to a certain level of “sales maturity”, the data must be enriched (= lead nurturing). In advance, the company determines which how to check if an email source is reliable? information must be available in order to pass the lead on to sales. This can be: name, email address, position, country, company size, industry, etc.

But when is a lead a good lead? What line data industry should it be in? How many employees does the company need to have at least? You should already know the answer to this before you evaluate your leads (= lead scoring). All of these processes can be implemented most efficiently with the help of a marketing automation system. Many B2B companies also use these platforms to define campaigns and workflows, which can be specifically measured at any time during tracking and reporting.

According to a study

by the Lenskold Group, the number of companies that set up modern lead management will grow by 41% in the future. Lead management is full of potential for B2B companies. Lead management will be a compass for sales and B2B marketing. If used correctly, it can make sales work easier. Through appropriate lead generation and lead nurturing measures, marketing and sales will work more closely together. In the future, both departments will work hand in hand and be a shared part of the company’s success.