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Phase 3: Lead qualification – potential buyers are filtered out and provided with relevant content
The qualification - i.e. the closer examination of a prospective customer - has only just begun with the first contact and the correct data collection. In order to get to know them better, to explore their gambling data germany interests as precisely as possible and to accompany them throughout the customer journey, leads are therefore provided with more and more information in marketing.

Every lead in the sales process goes through the qualification process, in which his personal issues and his perspective on a possible purchase are precisely recorded.

If a company offers meaningful content to the target customer, the need to speak specifically with sales about the company's services is awakened.

This is where the use of the flywheel (as the successor to the marketing funnel) helps . It accompanies leads through the customer journey with information so that potential customers are filtered out from the total number of interested parties.

Leads should be differentiated in this phase as Marketing Qualified Lead (MQL) or Sales Qualified Lead (SQL):