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Leads vs Prospects in Distribution

AJ Traver

Hi everyone,

I was speaking with  , at EIS Inc (Distribution industry,) and we were discussing the difference between how EIS thinks about Leads and Prospects. In the Manufacturing and Distribution industry, there seems to be some variability in how 'leads' and 'prospects' are defined and managed. Aadil shared that a lead signifies someone interested in your offerings, while a prospect refers to a potential customer who fits your Ideal Customer Profile (ICP) but hasn't requested a quote yet.

I'm curious to learn if others in the industry share the same distinction. How do you define and differentiate between leads and prospects in your manufacturing or distribution business? And how does your lead routing process accommodate these distinctions?

Thanks for sharing!

Parents

  • Lead: Much like a business card.  We have limited data but appears to be a consumer of products that we are capable of supplying.

     
    Prospect:  There has been confirmation that this company is indeed purchasing products that we are capable of supplying-They are currently spending money with our competition 

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  • Lead: Much like a business card.  We have limited data but appears to be a consumer of products that we are capable of supplying.

     
    Prospect:  There has been confirmation that this company is indeed purchasing products that we are capable of supplying-They are currently spending money with our competition 

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