What is a warm lead?

Definition and explanation

In business, a warm lead refers to a potential customer or client who has expressed interest in a particular product or service and may be more likely to make a purchase. Unlike a cold lead, a warm lead is already familiar with the company and has engaged in some level of communication or interaction. This could include filling out a contact form, attending a webinar, or following the company on social media. Warm leads are generally considered more valuable than cold leads since they have already demonstrated an initial level of interest and may be more receptive to sales pitches or marketing messages.

Why it matters in sales

In the world of sales, warm leads are like fresh coffee on a Monday morning - essential. Without warm leads, a sales organization is just a car without gas, a plant without water, a pen without ink (you get the picture). Seth Godin once said that “marketing is no longer about the stuff that you make but about the stories you tell.” Warm leads are the people who have bought into those stories, who've given a company the time of day, and who've shown an interest in the stuff being sold. They are the people who have made it halfway down the sales funnel, and therefore are more likely to reach the other end - the purchase. Sure, anyone can sell to a cold lead, but selling to a warm lead is like selling to a friend, someone who has already given you a thumbs up, and wants to hear more. In summation, warm leads are the gold standard of sales, the holy grail of the funnel, the apex of the pyramid (you get the picture).

Sales insights shared with 💜 by Warmly,

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