Sales Lead

Published by MBA Skool Team, Last Updated: May 24, 2020

What is Sales Lead?

Sales lead is defined as the potential customer i.e. someone who has shown interest in buying product or service of an organization. Sales leads are identified through a generation process which utilizes various channels like referrals of existing customers, trade shows, direct advertising/publicity, emails etc.


Importance of Sales Lead

Lead generators are extensively using information available on social media like Facebook, Twitter etc. to identify a potential consumers and appropriate channel of addressing them. Sometimes an organization takes help of another organization specialized in identifying potential customers. Some software tools which can present detail analysis of the leads are also available in the market. a robust organization puts efforts in identifying potential customers so that it becomes easier for them to make a sales plan and a business plan.


Types of Sales Lead

There are mainly two types:

1. Sales Lead: It is a generic type in which a potential customer expresses his/her interest in a particular type of offer instead of specific company or brand associated with that offer. Example: A person willing to opt for a life insurance policy but needs information on various policies before finalizing one policy is a sales lead for all insurance companies.


2. Marketing Lead: Here the customer specifically mentions the name of the company or brand in which he/she is interested. Example: A person looking for Reebok retail outlet to buy shoes is a marketing lead for Reebok company and cannot be taken away by Adidas or Nike.


Sales Lead Process

To identify potential customers, there is a 3-stage process. This can be explained as below:

1. Generators: All activities related to publicity and marketing of offerings of an organization.

2. Nurturing: The specific method an organization follows to close sales with a potential customer.

3. Scoring: The method in which customers are analyzed and graded on the basis of their importance to the organization.

This article has been researched & authored by the Business Concepts Team. It has been reviewed & published by the MBA Skool Team. The content on MBA Skool has been created for educational & academic purpose only.

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