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How to Tactically Treat Your Inbound Sales Leads

3 min read
October 12, 2016

Inbound Sales Development Reps have an interesting role in a sales organization. They often act as the ambassador of our businesses, sometimes even before the Outbound SDR, and their goal is to treat every inbound sales lead that walks in the door (so to speak) with the same care as one of the highest paying customers in the organization.

But contrary to popular belief, not every inbound sales lead is created equal. In order to determine what kind of lead you’re dealing with, it’s the job of Inbound SDRs, to qualify each and every inbound sales lead quickly and efficiently.

It’s tempting to consider every inbound sales lead as a perfect potential customer, but Salesloft’s Inbound Sales Development Rep Patrick McGill is here to share how to define your leads right off of the bat, and how to treat them throughout the inbound sales qualification process. Watch the video below to learn Patrick’s best practices:

Transcript

Hey everybody, my name’s Patrick. I’m an Inbound SDR here at Salesloft. Today I’m going to share some tips with you on the different mindsets you have to be in to handle inbound leads, because not all of them are going to be the same.

Every lead has a different story. Some leads: you have to be in more of a hunter mindset, where you provide a lot of value and be incredibly persistent in order to set the meeting.

Other leads: they raise their hand. They want a meeting, but you have to make sure they’re qualified, and that takes an entirely different mindset. When a prospect downloads a piece of content or an ebook from your site, they’re not necessarily looking for a meeting, but instead just doing research.

The best way to show them the value of your product and follow up with them is to be up to date with what your outbound team is doing. That way, you’re using the best cadences and the best talk tracks to convert them to an appointment.

Right now, we’re on our contact request page. This is where prospects come to raise their hand and let us know they’re interested in our product. When this happens, we put them on a 12×5 cadence. That way, we can contact them, make sure that they are qualified and ready for an appointment.

When you come to our website, you’re able to get in contact with an inbound representative — like myself — through our live chat feature. When that happens, it takes an extra layer of qualification before we can pass someone over for a meeting.

We need to make sure that they’re both A. ready for an appointment, and B. they’re the decision maker in the process. That way, we’re not wasting their time or the time of our own team.

Inbound reps are a lot of times the first line of communication, so it’s important that we provide an excellent experience for a prospect to set the stage as they move on through the buying process and then eventually become customers.

I hope these tips were able to provide some value for you and your team. We have a lot of other great content on the blog, so be sure to check that out, and remember: Happy Lofting!

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