By Stephanie Carrillo, Senior Marketing Consultant at Heinz Marketing
It would be a perfect world if everyone you spoke with at your last event was ready to buy today. Over the course of a week your company may have collected a few hundred leads, but chances are only one or two of those prospects are ready to make a purchase.
At Heinz marketing, we recommend five lead stages to our customers to help guide a prospect through the sales funnel to make a purchase. Our goal is to generate demand for each of our clients and create a dialog between them and their prospects.
When we develop the lead stages, this process works in tandem with defining the buying committees and building out the personas. We spend a fair amount of time developing those items because it is the fundamental framework for building Nurture and ABM campaigns.
The five lead stages we recommend are:
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