Lead Generation:

Digital Marketing leaves Sales the best part of the funnel.

Sales and Marketing never compete:

Marketing and Sales shouldn’t compete. In fact, Marketing works for Sales. Marketing should imagine they aren't inhouse. Marketing is an agency and Sales is the client.

Many companies that have enjoyed success for the last 50 to 100 years have done so with a 100% push strategy. Meaning, they have relied on Sales to take full responsibility for the consumer funnel.

consumer to sales funnel

While success has been evident, most will agree Sales finds their most enjoyable work at the bottom of the funnel. This is where they shine; working with customers and finding solutions.

It is the prospecting and interest stages that can be tedious to dealmakers. Some of the best Sales professionals will admit, prospecting and cold-calling can be uncomfortable.

Digital Marketing Takes the Top:

In B2B, Digital Marketing takes control of the top layer of the funnel by introducing a pull strategy.
We use digital tools to capture the interest of potential customers.

After advertising captures with offers of:

In exchange for these items, we receive their contact information’s.

Thus, generating leads.

image of mql funnel

What is most important is the next step, qualifying the leads. Before Marketing passes a lead onto sales, Marketing should engage the lead via eMail and/or message to:

  • Verify mailing address.
  • Verify phone number.
  • Screening the lead for more information.

When this process is done, we have an MQL or Marketing Qualified Lead.

Now it is time for Sales to take over and push the prospect through the remainder of the funnel.