The Thomas Blog

Lead Generation vs. Customer Acquisition: Their Key Differences

Lead generation and customer acquisition, because they are so closely related, are sometimes referred to as the same thing, but they are very different. And even though they are interconnected, they serve distinct roles in the sales process. Lead generation focuses on attracting potential customers and gathering their information, setting the stage for initial engagement. On the other hand, customer acquisition takes these leads and converts them into paying customers, solidifying their relationship with the business. 

Event Lead Generation: Definition, How To Generate, and Technology Used

Event lead generation is the process of attracting and converting event attendees into prospects with a potential interest in a company's products or services. At its core, it's about creating valuable interactions that capture participants' attention, whether through a trade show, conference, webinar, or any other type of event. This strategy is pivotal in marketing as it provides a unique opportunity for businesses to engage with their target audience in a live setting, fostering a more personal connection and understanding of customer needs.

Product Qualified Leads (PQLs): Definition, Calculation, and Benefits

Product Qualified Leads (PQLs) differ from conventional lead-generation strategies by prioritizing user engagement with the product as a primary indicator of sales-readiness. Unlike Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), PQLs are assessed based on their active interaction with the product, indicating a bigger likelihood of conversion. 

Marketing Qualified Leads (MQLs): Definition, Qualification Criteria

A Marketing Qualified Lead (MQL) is a lead that has been evaluated by the marketing team as having a higher likelihood of transitioning into a customer compared to other leads. This assessment is grounded on a set of predefined criteria. This typically includes the lead's engagement with the company's marketing content—such as visiting specific web pages, downloading content offers, clicking on calls-to-action (CTAs), and interacting with social-media posts.

Sales Qualified Lead (SQL): Definition, How to Qualify, and Importance

Most organizations have a standard process for transferring a lead from the marketing team to the sales team. This typically occurs when a lead transitions from being a marketing qualified lead (MQL) to a sales qualified lead (SQL). 

How To Generate Sales Leads: Strategies and Best Practices

Sales leads fall under the execution portion of any successful sales strategy. In increasingly differentiated and competitive marketplaces, businesses can only advance by proactively converting prospects into revenue-generating customers.

You can effectively generate high-quality sales leads, increase conversion rates, and drive business growth by incorporating proven strategies and best practices into your strategy. 

Inbound vs. Outbound Leads: Definitions, Examples, and Key Differences

Inbound and outbound lead generation are two distinct approaches to acquiring potential customers. Inbound focuses on attracting prospects through valuable content, while outbound employs interruptive tactics to reach them. Knowing the differences between inbound and outbound lead generation is essential, regardless of whether your goal is to get quick leads through direct communication or to establish trust through instructional content. 

MQLs vs. SQLs: Definitions and Key Differences

Marketing qualified leads and sales qualified leads (MQLs and SQLs, respectively) are important potential customers for your company. MQLs are those who have shown interest in your offerings through various marketing efforts, while SQLs are those deemed ready for direct sales engagement based on specific criteria. By gaining insights into MQLs and SQLs, businesses can optimize their lead generation and conversion strategies and improve sales performance.

Lead Scoring: Definition, How To Score, and Lead Scoring Models

Lead scoring is a strategy used to rank prospects according to their potential to become customers. It involves assigning numerical scores to each lead based on various attributes, including: demographic information, engagement with the brand's digital presence, and other behaviors indicative of their interest. This system helps sales and marketing teams prioritize leads, tailor their outreach strategies, and ultimately, improve conversion rates.