• Office Furniture Sales Leads vs Prospects: What's the Difference?

    Posted On Sunday, October 21, 2018 by SalesLeads, Inc.

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    Many office furniture sales reps use the terms "sales lead" and "prospect" interchangeably. They believe that any potential office furniture customer is a lead or prospect, so they focus their sales efforts on nurturing these individuals through their sales funnel. While similar, though, sales leads and prospects are two different and unique entities. To learn more about office furniture sales leads and prospects, including how they differ, keep reading.

    Office Furniture Sales Lead Defined

    Before we begin, it's important to note that there's no single, universal definition for the term "sales lead." Different office furniture companies view them in different ways. With that said, however, the general consensus is that a B2B sales lead is anyone who's engaged with a B2B company and who may purchase the company's product or service. Maybe someone visited your company's website and subscribed to its newsletter, or perhaps someone called your company's office to inquire about its products or services. Regardless, whenever someone who may purchase your product or service engages with your company, they are considered a B2B lead.

    There's an exception to the definition of a B2B lead, though: buying B2B leads from third-party sellers. Not all are the same. Many are generalists and don’t quite understand the specific office furniture industry. That’s why it’s important to choose a company that understands the office industry and let’s you give their leads a try.

    SalesLeads is one of those companies that specialize in identifying projects in the office industry, which includes office furniture. Our office project reports include vital information for you to call and contact including information about the project, contact names, direct phone numbers and email addresses. So, give our project reports a try!

    B2B Prospect Defined

    A B2B prospect is similar to a B2B sales lead in the sense that they both may purchase your office company's product or service. After all, that's the primary goal of most B2B companies, which is why leads and prospects are so important (we'll get to that soon). The key difference between B2B sales leads and B2B prospects, however, is that the latter is acquired farther down the sales funnel. As a result, B2B prospects are easier to convert into customers than B2B leads.

    Think of it like this: A B2B sales lead is anyone who's engaged with your company in some way, regardless of their level of interest in the product or service that you sell. Some B2B sales leads might be eager to buy your product or service, while others are not. In comparison, a B2B prospect is anyone who's engaged with your company and has been shown to be a good fit for your company. B2B prospects have essentially been vetted by your company -- typically the sales team vets them -- so they are more likely to purchase your products or services than leads.

    How to Know If a Potential Office Furniture Customer Is a Good Fit for Your Company

    After reading the definition of a B2B prospect -- a potential customer who's engaged with your company and has been shown to be a good fit for your company -- you might be wondering how to know if a potential office furniture customer is a good fit for your company. Well, this typically involves a qualification process conducted by your company's sales team. The sales team should analyze and research the potential office furniture customer to determine if he or she is worth pursuing as a sale. Common criteria used in this evaluation process may include the following:

    • Budget: Prospects should have the money or funds to purchase your company's products or services.
    • Necessity for Product or Service: Prospects should have a need or desire for your company's products or services.
    • Valid Contact Information: Prospects should have valid contact information, meaning it's accurate and up to date.
    • Target Market: Prospects and/or the company for which they work should be within your company's target market.

    The Importance of Office Furniture Sales Leads

    Successful B2B companies know the importance of attracting high-quality office furniture sales leads. Leads will fill the first stage of your company's sales funnel with potential customers to whom you can market and promote your products or services. As the first stage of your sales funnel becomes full, you -- or your company's sales team -- can work to nurture those potential customers, thereby resulting in increased sales and performance.

    The Importance of Office Furniture Prospects

    Attracting office furniture prospects is equally if not more important than attracting B2B sales leads for your company's success. This is because prospects are more likely to make a purchase than leads. If your office furniture company only focuses on attracting sales leads and places prospects on the back burner, you probably won't generate many sales.

    Furthermore, office furniture prospects have already been evaluated by your company, so you don't have to worry about their contact information being incorrect or outdated. This allows for a streamlined sales process that improves the productivity and efficiency of your company's sales team.

    In conclusion, both sales leads and prospects play a critical role in the operations of office furniture companies. A sales lead is a potential customer who's engaged with your B2B company in some way, whereas a prospect is a potential customer who's been vetted by your company.

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