LEAD GENERATION
& MARKETING.
The bridge between marketing and sales. From MQL to SQL, from inbound to outbound. We ensure your marketing efforts actually lead to qualified sales opportunities.
MARKETING VS SALES LEAD GENERATION.
Two worlds, one goal: more customers. Understand the difference and get the best of both.
Marketing-Led
Marketing attracts leads through content, SEO and campaigns. These MQLs show interest but aren't ready for a sales conversation yet.
- Content marketing and SEO
- Social media campaigns
- Lead magnets and downloads
- Website forms
- Email nurturing
Sales-Led
Sales approaches prospects directly via cold calling, LinkedIn and email. This approach works best for complex B2B sales.
- Cold calling and outreach
- LinkedIn prospecting
- Targeted email campaigns
- Account-based approach
- Direct qualification
INBOUND VS OUTBOUND.
Two strategies that strengthen each other when combined smartly.
Inbound Marketing
Let customers come to you by providing value. Works well for long-term growth.
- Blog content
- SEO strategy
- Webinars
- Whitepapers
- Social media
Outbound Sales
Take initiative and approach your ideal customers directly. Faster results, more control.
- Cold calling
- Email sequences
- LinkedIn outreach
- Direct mail
- Events
Full-Funnel Approach
Combine inbound and outbound for maximum results. Warm up prospects with content and approach them directly.
- Higher conversion
- Shorter sales cycles
- More touchpoints
- Better qualification
- Scalable model
MARKETING & SALES ALIGNMENT.
Marketing and sales must work together, not alongside each other. When both teams are aligned, results double. We help you build that bridge.
Shared Definitions
Together define what an MQL and SQL is. No more discussions about lead quality.
Lead Scoring Model
Automatically determine which leads are ready for sales based on behavior and fit.
SLA Between Teams
Clear agreements on follow-up: when, how fast and with what information.
Feedback Loop
Sales provides input back to marketing about lead quality. Continuous improvement.
FULL-FUNNEL APPROACH.
From first contact to closed deal. We guide the entire journey.
Awareness
Prospects discover your brand via content, ads or outreach. They know you exist.
Interest
They show interest by consuming content, filling out forms or responding to outreach.
Consideration
Active research into solutions. They compare options and seek more information.
Decision
Ready to buy. They have a shortlist and want pricing and demos.
FROM MQL TO SQL.
Understand the lead journey and know when sales should take over.
Marketing Qualified Lead
A lead that has shown interest through marketing channels. Downloaded content, attended webinar or filled out a form.
Sales Accepted Lead
Marketing has handed off the lead to sales. Sales has accepted that the lead fits the ICP and is worth pursuing.
Sales Qualified Lead
Sales has qualified the lead via BANT or MEDDIC. There's budget, need, timing and the right decision maker at the table.
"BY ALIGNING MARKETING AND SALES WE TRIPLED OUR CONVERSION."
A B2B SaaS company had many MQLs but few sales. Marketing and sales pointed at each other. After implementing a shared lead scoring model and SLA, conversion from MQL to customer rose from 4% to 12%.
FREQUENTLY ASKED QUESTIONS.
Everything you want to know about lead generation and marketing.
BRIDGE THE GAP
TODAY.
Let marketing and sales work together for maximum growth. Schedule a call and discover how we can align your teams.