Sales Lead

AAA

DEFINITION of 'Sales Lead'

A prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information. Businesses gain access to sales leads through advertising, trade shows, direct mailings and other marketing efforts. They can also purchase sales leads from third-party companies. A sales lead is not a sales prospect, meaning that further qualification of the lead is necessary to determine intent and interest.

BREAKING DOWN 'Sales Lead'

The sales process begins once a sales lead is identified, qualified and placed into a company's sales pipeline. The lead's contact information is used to make outbound sales calls, send sales e-mails and provide direct marketing material. The quality of the sales lead depends on whether the individual or business was incentivized to provide its contact information, or if the sales lead was aware of what he or she was signing up for. The more qualified a sales lead is, the more expensive it tends to be for a business to acquire it.

RELATED TERMS
  1. Electronic Commerce - ecommerce

    A type of business model, or segment of a larger business model, ...
  2. Always Be Closing - ABC

    Retail jargon used to describe a sales strategy in which a salesperson ...
  3. Business-To-Business Advertising

    Marketing efforts directed toward other businesses rather to ...
  4. Business Model

    The plan implemented by a company to generate revenue and make ...
  5. Business To Business - B To B

    A type of commerce transaction that exists between businesses, ...
  6. Business To Consumer - B To C

    Business or transactions conducted directly between a company ...
Related Articles
  1. Professionals

    Advertising, Crocodiles And Moats

    Memorable advertising is a brick in the fortress that keeps competitors at bay.
  2. Professionals

    How To Target Ideal Customers

    Expand your definition of a lucrative client and uncover a new realm of possibilities.
  3. Entrepreneurship

    10 Breakout Ideas For Small Businesses

    If your business has hit a wall, we've got the answer to break through and increase sales and earnings.
  4. Professionals

    The Lucrative World Of Third-Party Marketing

    Hedge funds don't sell themselves. Marketing experts reel in the big fish.
  5. Entrepreneurship

    Top 5 Startups That Emerged in Raleigh

    Learn about the startup scene in the Research Triangle hub of Raleigh, North Carolina. Discover which startups are the hottest to emerge from this tech city.
  6. Markets

    How TheSkimm Works and Makes Money

    Obtain information on the popular news digest newsletter, theSkimm, and understand how email newsletter publishers generate revenues.
  7. Professionals

    5 Ways to Merge Marketing and Your Hobbies

    Marketing your services is an ongoing part of your business. There's no better way to do it than by engaging in activities that you enjoy.
  8. Investing Basics

    10 Companies That Hipsters Love

    Learn about the different companies to which hipsters tend to gravitate, including Apple, Uber, Urban Outfitters and American Apparel.
  9. Professionals

    Financial Advisors: Social Media Is a Gold Mine

    Learn how social media is a gold mine for financial advisers. Maintaining a social media presence enables you to reach customers, and it provides social proof.
  10. Professionals

    Top Referral Tips for Financial Advisors

    A referral from a friend, colleague or industry expert can go a long way in getting more prospective clients to give you a call. Be proactive about it.
RELATED FAQS
  1. When should retailers apply the 'always be closing' (ABC) strategy?

    Retail businesses can apply the "always be closing" (ABC) sales strategy to any instance of a sales funnel, a sales cycle ... Read Full Answer >>
  2. How does a long tail become profitable?

    A long tail becomes profitable because the costs to produce, market and distribute a product or service in a niche are low, ... Read Full Answer >>
  3. How do companies with a large product portfolio use BCG Analysis?

    BCG analysis is used to evaluate an organization's product portfolio in sales planning and marketing. It is specifically ... Read Full Answer >>
  4. What are the similarities between product differentiation and product positioning?

    Product differentiation and product positioning are important elements in a marketing plan, and most marketing strategies ... Read Full Answer >>
  5. Why is product differentiation important in today's financial climate?

    Product differentiation is essential in today's financial climate. It allows the seller to contrast its own product with ... Read Full Answer >>
  6. What are the major categories of financial risk for a company?

    There are many ways to categorize a company's financial risks. One possible perspective is provided by separating financial ... Read Full Answer >>

You May Also Like

Hot Definitions
  1. Stock Market Crash

    A rapid and often unanticipated drop in stock prices. A stock market crash can be the result of major catastrophic events, ...
  2. Financial Crisis

    A situation in which the value of financial institutions or assets drops rapidly. A financial crisis is often associated ...
  3. Election Period

    The period of time during which an investor who owns an extendable or retractable bond must indicate to the issuer whether ...
  4. Shanghai Stock Exchange

    The largest stock exchange in mainland China, the Shanghai Stock Exchange is a nonprofit organization run by the China Securities ...
  5. Dead Cat Bounce

    A temporary recovery from a prolonged decline or bear market, followed by the continuation of the downtrend. A dead cat bounce ...
  6. Bear Market

    A market condition in which the prices of securities are falling, and widespread pessimism causes the negative sentiment ...
Trading Center
×

You are using adblocking software

Want access to all of Investopedia? Add us to your “whitelist”
so you'll never miss a feature!