Managing Potential Suspects

Who Haven't You Engaged With Yet

The first step of the lead process is Potential Suspects. At this stage, the Contact is in your database, sourced from a list or database, but hasn't engaged with any of your content, development team, or sales executives.

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Identifying Potential Suspects

There are several ways to ethically source Contacts to work within your marketing and sales campaigns. Contacts may be added to your database via a tradeshow, conference, or other events. You could get Contacts in passing while working a Round Table. You could even set up a Referral or Partner program and have them pass you Contacts.

External Sources

Depending on where you are located in the world, GDRP compliance in European countries and California usually, you may be able to source Contacts from external sources such as ZoomInfo, Wimno, Lusha, and other external database sources.

These platforms search the net looking for Contact Information such as:

• First & Last Name
• Email Address
• Career Positions
• Location
• Phone Number

This sourcing is great once you know who your ideal customer profile (ICP) is. Instead of using paid ads to target your ICP and driving them to a gated asset to capture their Contact Information, you can instead go to these databases and segment out the exact people you want to target, send them to your CRM, and start your nurture streams from that point.

Engaging Potential Suspects

Before you can move onto the next stage, Engaged Leads, you first need to determine your content marketing strategy to engage these Potential Suspects to see:

• If they are interested in what you have to offer
• Determine if they are aware of the problems you solve
• See if there is an intent to purchase a solution shortly

Once a Potential Prospect has engaged with at least one piece of content or your development team, you then move this Contact to the next stage.

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