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    #1

    Question Stage 1, Prospecting, the lead discovery phase. (Status = Open)

    Hi,

    Below is excerpted from an Oracle document:

    Our New Sales Method
    > Stage 1, Prospecting, the lead discovery phase. (Status = Open)
    > Stage 2, Qualification of the lead and working up the deal. (Status = Open)
    > Stage 3, Closing the deal and entering the order. (Status = Won)
    > Activity 1, Prepare the quote within 2 days
    > Activity 2, Email the quote to manager for approval within 3 days
    > Activity 3, Create the contract within 1 week
    > Stage 4, Lost deal. (Status = Lost)
    What's the meaning of the "lead discovery"?

    I checked the definition of the "lead" from Oxford dictionary but seems unable to locate the exact definition.

    Please help, thanks.

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    #2

    Re: Stage 1, Prospecting, the lead discovery phase. (Status = Open)

    Lead is used in its marketing sense, where a lead is contact information for a prospective customer.
    I am not a teacher.

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    #3

    Re: Stage 1, Prospecting, the lead discovery phase. (Status = Open)

    Quote Originally Posted by GoesStation View Post
    Lead is used in its marketing sense, where a lead is contact information for a prospective customer.
    Thanks.

    Based on your answer, I found the following definition from https://en.oxforddictionaries.com/definition/lead

    1.2 Someone or something that may be useful, especially a potential customer or business opportunity:
    ‘setting up a social networking page can help you get numerous leads’
    ‘the goal of marketing is to generate leads so the sales people can close them’

    ‘Through the end of the third quarter, there were 252 leads generated.’
    ‘Planning an ongoing marketing campaign ensures a steady stream of new business leads.’
    ‘A key function of a salesperson is to assist in the process of identifying and generating leads in conjunction with marketing.’
    ‘He made it a personal rule to generate at least one business lead for each new contact.’
    ‘There was consistent traffic, and we generated a significant number of good leads with many different types of buyers, big and small.’
    ‘The remaining $6 million in sales were brought in by resellers using leads generated from visitors to the site.’
    ‘These groups share prospective leads between people in different businesses.’
    ‘Companies need to be able to handle surges, otherwise the cost of generating leads is wasted and prospective customers who cannot get through may get such a bad impression of the company that they do not bother calling back.’
    ‘But believe it or not, many of those dropped leads can be turned into profitable business with a little extra sales effort.’
    ‘He tells rookie brokers that community work should be something "they sincerely believe in" and not pursued with the intention to find leads.’
    ‘What marketing activities (for example, how many calls) are needed to generate a solid lead?’
    But I still have a little confusion about the meaning of the lead in the above quoted examples.

    For this example: ‘the goal of marketing is to generate leads so the sales people can close them’
    Question: Does the lead mean "opportunity" or "deal" in this example? I think it may be a "deal" because sales people can only close a deal. They can't close an opportunity or close a customer.

    Please help to explain more about the lead in this situation.
    Thanks.
    Last edited by fenglish; 18-Jan-2017 at 16:33. Reason: update content

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    #4

    Re: Stage 1, Prospecting, the lead discovery phase. (Status = Open)

    It's an opportunity, which you could describe as a potential deal.
    I am not a teacher.

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