also sing your praises at their own organization. If they’ve requested a demo or additional information, their interest is already piqued and they’re likely telling colleagues or friends at other companies about you. This recently happened to me. I sent an inbound lead a personalized video message, and that person took a screen shot of what I sent them. They posted it on LinkedIn, tagged me, and commented, “This is how outreach should be done.” The best part: They became one of my customers — a win all around.
Although inbound sales can produce high-quality leads, the strategy does have its drawbacks:
Higher cost and time investment: Creating an inbound sales strategy requires understanding the customer, which means doing research and creating content around what you’ve learned. This calls for blog posts, TikTok videos, webinars, etc. Spending time creating content is expensive. Even doing research — when you calculate an hourly rate for you or your employees — costs money. And whether you do it in-house or outsource these efforts, there’s a budget and time america phone number list commitment involved.
The possibility of poor leads: There’s a reason people use burner email accounts — to sign up for things without giving up their business email address. This means those shiny new inbound leads may be useless. But there’s no way to tell until you’ve contacted — or tried to contact — them. If someone is an actual lead, you will have to track down their work email address and contact them that way.
The constant need for new content: People find content through search engines, including assets designed for inbound sales campaigns. To land high organic search rankings, you’ll need a steady stream of new and relevant content, which can be labor-intensive to create.
Salesforce user on a laptop inspecting a sales pipeline and graph of data.