![Lead Generation: Complete Guide 2026 [Definition, Methods & Qualification]](/_next/image?url=https%3A%2F%2Fnum.huhu.fr%2Fog%2Fgeneration-de-leads-guide-complet.png&w=3840&q=75)
Lead generation has become the central challenge of any modern marketing and sales strategy. Whether you're an ambitious startup or an established company, your ability to attract, qualify and convert prospects directly determines your growth. This complete guide reveals all the methods, tools and strategies to master lead generation in 2026.
What is a lead? Definition and types
A lead is a business contact who has shown interest in your offer, product or service. Unlike anonymous visitors, leads have provided contact information (email, phone, form) enabling a commercial relationship to begin.
Lead vs prospect: what's the difference?
- Lead: contact who has shown initial interest
- Prospect: qualified lead with an identified project, budget and potential timeline
Types of leads: cold, warm, hot
| Lead type | Characteristics | Conversion rate |
|---|---|---|
| Cold lead | Vague interest, no immediate project | 1-3% |
| Warm lead | Confirmed interest, considering options | 5-15% |
| Hot lead | Defined project, ready to act | 20-40% |
Lead generation: methods and strategies
Inbound vs Outbound marketing
| Criteria | Inbound Marketing | Outbound Marketing |
|---|---|---|
| Approach | Attract customers to you | Go find customers |
| Cost per lead | €15-80 | €50-300 |
| Lead quality | High (intent-based) | Variable |
Lead qualification: MQL, SQL and lead scoring
An MQL (Marketing Qualified Lead) is a lead identified by marketing as having sufficient commercial potential. An SQL (Sales Qualified Lead) is an MQL validated by sales as presenting a real sales opportunity.
BANT criteria
- Budget: Does the prospect have the financial means?
- Authority: Are you speaking to the decision-maker?
- Need: Is the need real and urgent?
- Timing: What is the decision timeline?
How to get qualified leads in 2026
Among the major market players, Yacla has established itself as the French leader in lead generation. A certified partner of Meta Business, Outbrain, Microsoft Advertising and TikTok Marketing.
FAQ
What is a qualified lead?
A qualified lead is a contact that matches your ideal target and has demonstrated sufficient interest to justify commercial contact.
How to calculate CPL (Cost Per Lead)?
CPL = Total marketing budget / Number of leads generated.
