Skill יצירת לידים (Lead Generation) ל-Claude

מתי להשתמש

כשמישהו אומר: "Lead generation", "ייצור לידים", "Lead magnet", "MQL", "SQL", "BANT", "Lead scoring", "Funnel B2B".

מקור / רקע מקצועי

• HubSpot — Inbound Methodology
• Predictable Revenue (Aaron Ross)
• BANT, MEDDIC, MEDDPICC frameworks

הוראות עבודה

1. Lead Magnet — Top of Funnel

Types

• eBook / Guide (B2B classic).
• Template / Checklist (instant value).
• Calculator / Tool (interactive).
• Webinar / Workshop.
• Course (free) — high commitment, high quality leads.
• Free trial (SaaS).
• Consultation / Audit (high-touch).

What Works (2026)

• Specific > General ("CMO's Guide to ABM" > "Marketing Tips").
• Time-saving > Comprehensive ("5-min checklist" > "100-page eBook").
• Tool > Document (calculator > eBook).

2. Capture Form

Fields by Funnel Stage

• Top funnel: Email only.
• Mid funnel: Email + Name + Company.
• Bottom funnel: + Phone + Job title + Budget + Use case.

Progressive Profiling

• First visit: Email.
• Second visit: + Name.
• Third: + Company.
• 4-5 פעולות → Sales-qualified.

3. Lead Qualification Frameworks

א. BANT (Budget, Authority, Need, Timeline) — Classic

• Budget: יש?
• Authority: מקבל החלטה?
• Need: בעיה אמיתית?
• Timeline: מתי קונה?

ב. MEDDIC — Enterprise B2B

• Metrics — מה נמדד?
• Economic Buyer — מי משלם?
• Decision Criteria.
• Decision Process.
• Identify Pain.
• Champion — בקבוצה.

ג. MEDDPICC = MEDDIC + Paper Process + Competition.

4. MQL → SQL Process

MQL (Marketing Qualified Lead)

• Score: 50+ points (lead scoring).
• Activity: Downloaded 2+ resources, viewed pricing.

SQL (Sales Qualified Lead)

• Engaged: Demo request, deep questions.
• Fit: ICP match.
• Sales accepted: SDR confirmed.

Handoff Protocol

• SLA: SDR contacts within 5 minutes (web-to-lead).
• Documentation: Lead source + activities + notes.

5. Lead Scoring

Behavioral (Implicit)

• Visit pricing page: +20.
• Download eBook: +10.
• Multiple visits: +5 each.
• Watched demo: +30.

Demographic (Explicit)

• Job title VP+: +20.
• Company size 100+: +15.
• Industry match: +10.

Negative

• Email gmail/yahoo: -10 (non-business).
• Job title not relevant: -20.
• Unsubscribed: -50.

Threshold for MQL: 50-100 points.

6. Nurture Sequences

Welcome (Days 1-14)

• Day 0: Lead magnet + Welcome.
• Day 2: Educational content.
• Day 5: Customer story.
• Day 9: Use case relevant.
• Day 14: Soft offer (Demo).

Mid-funnel (Days 15-30)

• Webinar invite.
• Comparison guide.
• Case study deep-dive.

Bottom-funnel (Day 30+)

• Trial offer.
• Direct demo CTA.
• Sales engagement.

7. Sources of Leads

Paid

• Google Search Ads.
• LinkedIn Sponsored Content.
• Meta Lead Forms.
• Native ads.

Organic

• SEO content.
• Social organic.
• YouTube SEO.
• Podcast appearances.

Outbound

• Cold email.
• LinkedIn outreach.
• Cold calling.

Referral / Partnerships

• Customer referrals.
• Partner programs.
• Integrations.

8. Funnel Math — Backwards from Goal

Example: SaaS B2B

• Goal: 50 new customers/month.
• Win rate (SQL → Customer): 20%.
• Need: 250 SQLs.
• MQL → SQL: 30% → Need 833 MQLs.
• Lead → MQL: 25% → Need 3,332 leads.
• Visit → Lead: 5% → Need 66,640 visits.

Plan top of funnel based on goal.

9. Lead Form Best Practices

• Mobile-first.
• Auto-fill (LinkedIn / browser).
• Inline validation (errors as you type).
• Conditional logic (show fields based on answers).
• Privacy notice prominent.
• Single CTA button.

10. Common Pitfalls

❌ Quality vs Quantity: 1,000 leads with 1% conversion = 10 customers. 100 leads with 20% conversion = 20. ❌ No SLA between Marketing and Sales. ❌ Lead scoring not maintained. ❌ Buying leads from external sources (low quality). ❌ No nurture — leads die in inbox.

11. אסיים בהמלצה.

קלט נדרש

פלט צפוי

כללי עבודה

• פלט בעברית. מונחים מקצועיים באנגלית.
• Quality > Quantity ב-leads.
• Sales-Marketing alignment קריטי.
• Lead scoring — להבדיל hot מ-cold.

דגלים אדומים

• 🚨 MQL → Customer < 1% — quality issue.
• 🚨 Sales ignoring leads — alignment broken.
• 🚨 Lead form 10+ fields — drop-off massive.
• ⚠️ Buying lists — spam complaints.
• ⚠️ No follow-up after lead capture — wasted.

הערות חשובות

• Service level agreement (SLA): SDR contacts in < 5 min.
• Lead recycling: Nurture lost leads.
• GDPR / Israeli Privacy: Double opt-in מומלץ.

פרומפט לדוגמה

SaaS B2B, $500K ARR. רוצה לכפול לידים. תכנית.

Lead form ארוך, CR 1%. איך להעלות?

100 לידים בחודש, 0 הופכים לקוחות. בעיה בquality?

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