93% of your audience is now using
search to begin their buying process.
And the beginning of that sales cycle
now means lots and lots of research...
Inbound leads have searched online
for answers and have come to you to
ease the business pain they are
This is because you can offer them
software solutions to the issues that
There are three major issues when there
isn’t a clear distinction in the roles between
inbound marketing and sales...
Salespeople may see the initial lead &
instantly try to convert the sale.
The lead will then withdraw and adopt a
more cautious approach with the
company in the future.
The trust they had in your company has
A salesperson might try to set up
a meeting when the prospect is
only at a marketing qualified
This is too soon.
The lead must be assessed for
what will benefit them.
We must instead nurture them through
the sales process until they’re ready to
Salespeople may try to ‘pitch’ to the
This isn’t what they need.
It may even be the opposite of what
they want right now.
It’s good to remember that an inbound
software lead came to you first...
They want what you are offering.
But you must focus on what your
prospect needs right now.
If you don’t, your prospect
could write off your
salesperson – and your
company – as simply being
interested in off-loading as
many licences as possible.
That may well be your goal,
but it certainly won’t be
And that response may well be the nail
in the coffin for a chance at sales
between yourself and that prospect.
There’s no point
in giving your
best striker an
inbound lead until
you are sure your
to nurture this
The reality is, the way that sales
operates is CHANGING.