The terms “lead generation” and “sales prospecting” are commonly used in the marketing and sales domains. Despite the fact that the two names are frequently used interchangeably, they are not synonymous. Both stages are indicators for subsequent conversions in the sales cycle, but their definitions differ due to the fact that they are in separate stages of the sales funnel.
To comprehend the critical roles played by each in the customer acquisition cycle, you must first understand the distinction between a sales lead and a sales prospect. We’ll explain the basic difference between lead generation and sales prospecting in this infographic, as well as provide practical insights to help sales and marketing teams work together more effectively.
What is Lead Generation?
Lead generation is normally the responsibility of the marketing department. It’s a long-term approach that entails employing gated content, such as a blog, webinars, and other events, to collect critical data on participants, such as contact information and job titles, in order to raise brand awareness and engagement.
What is Sales Prospecting?
Sales Prospecting can be done in a variety of ways, including cold calling, emails, and direct messaging on social media sites. This short-term strategy is usually done one-on-one and can immediately assist your sales team in distinguishing between the people who show genuine interest and tepid interest.
Examples of lead generation include:
- E-books
- Whitepapers
- Webinars
Examples of sales prospecting activities include:
- LinkedIn direct messaging
- Warm emailing
- Warm calling
Lead Generation Techniques
- Invest time and resources in effective lead nurturing
- Develop top-notch content
- Send emails based on your leads’ preferences
Sales Prospecting Techniques
- Make a call to reach out
- Send personalized emails and messages
- Ask for referrals
Bottom Line
Prospecting is a sales team activity, whereas lead generation is normally the responsibility of marketing. When the two functions act together, though, it becomes considerably more effective. Sales and marketing teams should be closely integrated into any firm, with the common goal of getting high-quality leads into the funnel.