Sales Leads Key Terms

There are many types of sales leads, here's a breakdown of the terms
By Jessica Drew, Freelance Business Writer & Editor Sales leads key terms typically describe the many different classifications of leads and the methods used to make those sales leads into actual sales. There are two main broad divisions of sales leads types: qualified sales leads and unqualified leads. Unqualified leads are consumer or business sales leads that a salesperson has had very little or no contact with and does not have a firm researched reason for prospecting. These types of leads include certain direct mail, telemarketing and door to door sales.
 

A qualified sales lead database is much more desirable, as the chances of turning a lead into a sale is much higher. Qualified leads include prospects that ask to be solicited or are referred by a friend. This type of lead, or referral lead, is the best type possible, as the salesperson already has the recommendation of a trusted friend of the prospect. Regardless of the type, here are some tips and the sales leads key terms to help you work all of your lead lists:

1. Use all types of leads in an integrated way to maximize success.

2. Commit to prospecting everyday, so leads don’t run out.

3. Ask for referrals once a sale is made; they're the most qualified.

Become familiar with sales leads key terms

There are many important key terms associated with sales leads, that would be beneficial for sales managers and business owners to learn. For instance "canvassing" is when leads are collected by cold calling, while "data mining" uses sophisticated software to evaluate information on leads.
Try: KnowThis.com has a glossary of terms related to lead generation. InTouch features an article of terms as related to sales lead generation maximizing ROI.

Become familiar with sales leads terms regarding affiliate marketing

Affiliate marketing is a way you can generate sales leads for your business through the Internet. There are many lead generation services that sell relatively qualified sales leads through affiliate marketing programs online and learning the key terms of these programs makes them more understandable. For example, knowing the difference between a pay-per-click, which is where you get paid each time someone clicks on a link that takes them to a merchant's website, and a pay-per-impression, where you're paid each time a merchant's ad physically appears on your website.
Try: Multi Tier Affiliate Programs has a useful directory of common affiliate marketing terms and sources. AFFTRAQ has a brief but helpful overview of affiliate marketing in general and its common terms.

Become familiar with sales leads of direct marketing

Direct marketing is one of the oldest forms of marketing, and simply entails sending mail, brochures and other media directly to potential clients. There are many providers that you can purchase sales leads from for direct marketing purposes.
Try: SharpCopy has an extensive glossary of direct marketing terms used within the industry. Direct Creative has a list of some of the most common terms used in direct marketing both through traditional mail and via email.

• When using third party lead generators, ask for a free batch of leads. Many lead generation companies will comply to get you business, and this way, you can make sure the leads are qualified enough before you make an investment.