The sales team developed scripts for three inbound lead channels - whitepaper downloads, free skills assessments, and contact form submissions. They outlined qualifying gates including demo participation, starting a trial, and introducing the prospect to other decision-makers. The goal is to engage prospects by providing value at each gate while moving them closer to a purchase decision.

1. Inbound Customer
Engagement
OR
Helping Helps Helpers Help Sell

2. Meet your Teach
Ryan Harnedy
Backupify Inside Sales Rep - 2.5 Years
What I Do:
Call and Email Inbound Leads
Move them through the sales funnel
Get them to buy our service

3. Why are we here?
1. What are Inbound Leads?
2. Where do Inbound Leads come from?
3. Inbound Leads vs. Outbound Leads.
4. Sales Process for Inbound Leads

4. What are Inbound Leads?
Inbound Lead (n)
Any lead created by a prospect giving us their contact
information and, thus, implicit permission to contact them
Where do Inbound leads come from?
1. Trials
2. Free Tools(Website Grader, SalesForceSnapshot)
3. Tradeshows
4. Webinars
5. Content Marketing/Whitepapers

5. Pros of an Inbound Lead
Pros:
1. No need to search for Contact Information
2. Expecting to be contacted
3. More likely to have a problem/understand your use case
4. Shorter Sales Cycle/Farther down the buying process
5. More likely to want to advance in the sales process (If
Qualified)

6. Cons of an Inbound Lead
Cons
1. Potential time wasters
2. Less likely to be the decision maker
3. More likely to be evaluating competitors
4. Tire-kickers, unwilling to reveal BANT
5. Shorter lifespan than outbound leads

7. Inbound Leads vs. Outbound Leads
Inbound leads are more likely to reveal Need
than Outbound leads
Inbound leads are less likely to reveal Authority
and Budget (ESPECIALLY if they don't have
either)
Inbound leads have a quicker sales process
and a shorter lifespan

8. Sales Gates
Sales Gate (n)
An activity which a prospect must perform in
order to get the next phase of the sales
process
Rules of Gate Club:
Gates MUST be performed by a prospect or the deal can't move forward
Deals can close before all gates are completed
Rep activity CANNOT satisfy a Gate

9. Sample Gates
Demo
Trial
Reveal BANT
Explain evaluation/sales process
Introduce you to other people in the buying
process

10. Engaging with Inbound Leads
Inbound Leads agree to be called because
they're getting something in return
Prospects will continue to engage as long as
they feel the conversation has value
Each Gate must serve to either provide value
or unqualify the lead
"No" is the 2nd best thing you can hear in sales

11. Whitepaper Leads
"Educator" Focus
"Why did you download the whitepaper?"
"Tell me a little bit about what you're looking for?"
"Is this something your company is concerned with right
now?"
"We do have some tools that help address this
issue...we've helped companies..."

12. Free Tool
"Customer Success" Focus
"What were you trying to accomplish?"
"Is there anything you were missing in that tool?"
"What were you looking to accomplish?"
"Is this part of any current project?"

13. Trial
"Account Manager" Focus
More Direct BANT Questions - They're looking to see how
your product works, they're likely looking to evaluate it
"What made you start a trial?"
"When, if everything worked would you want to have
something like this deployed?"
"Are you looking at any other solutions?"

14. "Contact Sales" Form
"Trusted Advisor" Focus
It's ok to be a salesperson - just not a pushy one
Question/Answer Quid Pro Quo
"I'd be happy to give you that info if you can tell me..."
Pricing Information requires information about the
organization
NEVER fail to give the prospect the information they came
here looking for

15. Activity
You have all been hired as the sales operations
team for the Startup Institute's new "On-
Demand Training" video product.
The product provides easily access video
training that companies can use to improve
the skills of employees' it costs about $600
per user
Three Inbound Channels:

16. The Task
Build out Sales Scripts/Outlines for each of the
3 channels
List the different gates you'd like to see for this
product and in the order you think they
should be in

17. Recommended Reading
Spin Selling
- Neil Rackham
How to Win Friends and Influence People
-Dale Carnegie
The Accidental Salesperson
-Chris Lytle