Struggling to book meetings? Getting ghosted? Want to sell without pushing, convincing, or begging? Read this profile.
People who do these things are not inbound leads: Attended a webinar. Downloaded an ebook. Visited the pricing page. Scored <X by marketing. Got a koosh ball from your trade show booth. Treat these like outbound leads. Don't mention the koosh ball. Inbound leads are people who: Fill out a Contact Us form. Request a demo. Call/email you. If you're knocking on a door it's outbound. If someone is knocking on your door it's inbound.
Yeasir Pervej
9mo
Josh Braun, love your take on inbound vs. outbound leads! Got me thinking, how do you recommend tailoring outreach for those 'outbound' actions?
Alex Belov
9mo
Josh, interesting take! But what if those koosh ball recipients are actually your most engaged prospects in disguise? Sometimes, a small nudge can turn an "outbound" into an inbound, no?
Harry Sims
9mo
Shhh Josh. Marketers have targets to hit.
Dan Gershenson
9mo
I wouldn't call them high intent but I don't think we should ignore a lead that has scored exceptionally well based on certain behaviors and lined up with your Ideal Client Profile criteria. Are they as hit over the head obvious as filling out a form, calling or emailing? Hell no. But I think they may stand a greater chance of being above the webinar attendees, eBook downloaders and koosh ball collectors. I just wouldn't toss out the ones that score well as meaningless since it could be earlier in the buyer's journey for them. They could also be tire kickers. Seems like we're waiting for them only to do obvious actions while ignoring some in the research phase that could be warmed into a like/trust phase and that's not nothing.
Mary Beth Lutz
9mo
"Got a koosh ball from your trade show booth." 🤣
Julian Wallis
9mo
Do some companies seriously consider those actions as an "inbound lead"?
Ankit Poudel
9mo
Knowing when a lead is actively seeking information versus when we need to initiate contact makes all the difference in our approach.
Guy Gottlieb
9mo
100% Agree! Also (side rant) I'm amazed of the lack of basic ABM practice in B2B SaaS in general...
Tom Pascoe
9mo
Getting PTSD from this post 😂
Making sure the microbiome plays a pivotal role in health care
9moScoring is very important however for inbound. For example: -Not current client -4 different people download a white paper from the same Account -Account fits buyer persona The warning signs for a company initiative are way more valuable than a possibly rogue person without authority requesting a demo.