In general, all leads can be distributed into two large groups: targeted leads and non-targeted leads.

Targeted leads

These are the most valuable ones for any enterprise, as they are already engaged in the service or product. They may have a specific problem that your output can solve or be looking for a profitable proposition that meets their demands.

The criteria by which target leads are determined may differ, hinging on the specific business area and its goals. For example, this might include users looking for a specific outgrowth or service online and those who have already expressed favor through social media or other marketing channels.

The purpose here is to attract the target audience's attention and afford them with all the necessary info about the commodity or service to convince them to make a purchase.

It is highly momentous to develop a master plan for constituting targeted leads and permanentlyoptimize it rooted on the performance of each channel to invite the target audience.

Having in your arsenal Dynamics 365 Sales, you can segment targeted leads based on their engagement level, demographic information, and interaction history, arranging more personalized communication. Besides, you have the opportunity to implement lead scoring models to prioritize leads and apply the CRM’s email marketing tools to send customized messages.

Non-targeted leads

They are users who are not concernedwith your company's produce or services. They may have left their contact data in error, misunderstood your enterprise's scope of business, or were random site visitors with no specific needs. Non-targeted leads may increase the overall number of site leads but are ineffective and do not provide business worth. To avoid attracting non-targeted leads, you must clearly define your target audience and develop a marketinggame plan accordingly. You may also apply quality ad targeting to minimize the number of non-targeted leads and make the most of your marketing budget.

Nevertheless, targeted and non-targeted leads, in turn, are separated into three more categories:

Cold leads

They are people who are not ready to buy your produce or services but bear a specific problem and are looking for a solution. They are often just introduced to your brand and may be interested in subscribing to your newsletter or downloading your lead magnet. To proceed with the involvement and gradually convert them into leads, offering them something valuable in return for their contact details is essential. For example, you could propose bonus material or a promotional code for a future purchase.

D365 Sales will activate instant web tracking so that you can see what content your cold leads are engaging with, automate and monitor emailing processes, and produce and manage campaigns to gradually nurture cold leads by sending regular updates, newsletters, case studies, and industry insights. You will also get the possibility to track how cold leads respond to your content and adjust it.

Warm leads

These users are already concernedabout your output or service but are not yet prepared to buy. They may ask questions in the chat or request additional information or advice. The goal here is to keep their attention and move them step by step towards a purchase. You can provide additional materials, including video tutorials or case studies, as well as polite and prompt service via online chat.

Dynamics 365 Sales will let you track warm leads and send customized emails with information about your products or services, as well as schedule consultations with your sales reps to provide more detailed info. You will also be able to use built-in scheduling tools to arrange demos or meetings with warm leads.

Hot leads

They are users ready to buy and need a quote or help completing an order. The important thing here is to provide users with all the necessary information to make the purchasing process as simple and convenient as possible. You can also use trigger scripts to encourage buying, like offering discounts on goods or services as part of a special offer. Servicing hot leads needs to be fast and efficient, so you don'tmiss out on the opportunity to make a sale.

You will have the ability to send immediate responses to the hot leads, applying Dynamics 365 Sales' prioritization features for this purpose. You will be able to interest them by proposing exclusive offers, which will encourage quick decision-making.

Key processes of Lead Generation with Dynamics 365 Sales