When a lead actively responds to all emails and other follow-ups undertaken and continues to express interest in your product or services, it means that they are genuinely interested in your business and are more likely to offer you business opportunities. At that point, they can be referred to as a qualified lead.
In CRM lingo, this qualified lead is called a contact. Contacts can be people who want to do business with your company as well as those who are already doing business with your company.
However, even though they have achieved the ‘qualified lead’ status, a company must not end its follow-ups there. The communication must, therefore, continue in the hope of winning a deal.