'Inbound & Down'
Question of the Day

Published November 25, 2019

What is a lead?

  1. A contact in your database who has expressed interest in your products or services.
  2. A dense metal represented by the symbol Pb on the periodic table.
  3. A current customer who recommends new prospects to your company.

The Answer is A.

Effectively nurturing prospects into customers requires organizing them into categories to ensure they receive the necessary attention from the appropriate members of your team. This can be accomplished by assigning every contact a lifecycle stage

A lead is an early stage in the HubSpot contact lifecycle assigned to those contacts who have indicated some degree of interest in a company’s products or services. 

This distinction is typically triggered by the submission of a form on the website in exchange for some sort of offer—such as an eBook—or a request for more information, perhaps through a Contact Us field or via a chat feature. 

Leads should receive attention from the marketing team in the form of additional communication, in order to keep them engaged and help them progress further along in the buyer’s journey. Those who continue to respond favorably to subsequent materials should then be categorized as an MQL, or Marketing Qualified Lead.

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