Start with This Simple Inbound Sales Process

[rifat28dddd]

The best approach combines automation and a clear lead handoff process.

Both sales and marketing need to decide what constitutes a good-quality lead. Once flagged, your customer relationship management (CRM) platform should integrate with the marketing department's channels.

This approach eases the administrative workload for both departments. Inbound leads are imported into your CRM in real time, so there’s no need to pester your colleagues on Slack for an updated list of contacts every morning.

2. Quickly Qualify or Disqualify Inbound Leads
The inbound sales process has two great outcomes: closing a deal or quickly disqualifying a lead. Both are wins.

The challenge comes when marketing sends a mega list of potential leads. You have finite hours in the day and ambitious quotas to meet. So, how do you narrow your focus?

An ICP helps you spot warning signals earlier in your conversations jordan telegram data so that you don’t spend too much time chasing down someone who doesn’t have the need, interest, funding, or authority to convert. They also help you create content that attracts the right leads.

The BANT framework is a popular approach to lead qualification. It stands for:

Budget: Can they afford what you’re selling? There isn’t much point in selling a $5,000 subscription to a scrappy startup, even if they would benefit from it. They simply don’t have the financial resources to commit.
Authority: Do leads have the power to say yes? Ensure you find this out upfront, even if it requires a straightforward question.
Need: Do they have a genuine need for your product/service? Uncover their purchase motivations, like a goal they want to achieve or a pain point that needs to be solved. Prioritize inbound leads with motivations that your product or service can help with.
Timing: When are they looking to make a purchase decision? Leads with an immediate need to buy should take higher priority when shortlisting inbound leads to reach out to.
Say you’re working for a content marketing agency. The events team has passed on a list of people who joined your most recent webinar. You’ve qualified them based on the signup questions asked in your registration form—notably the “company size” and “budget” field—and you begin working through the list by shortlisting contacts that fit your criteria.