Comments on: How to Generate a Steady Flow of Inbound Sales Leads

By: Marketing Research

Marketing Research — Tue, 12 Jan 2010 06:32:14 +0000

WOW! Amazing and excellent topic. !!!
Just great keep the good work going. great article…

By: kiran

kiran — Fri, 13 Feb 2009 14:49:00 +0000

Well explined about Inbound sales leads.Useful information.

By: Leads

Leads — Mon, 06 Oct 2008 11:21:26 +0000

You can combine both inbound and outbound:
Cold calling upon your website visitors, if you know their company name.
That’s like cold calling on warm companies.
Only 2% of your website visitors will ever contact you or fill out an online form.
Just Google “website visitor identification” and start calling tomorrow on your company visitors.

By: Financially Free Advisor

Financially Free Advisor — Mon, 29 Sep 2008 04:26:17 +0000

Great article!

The point is to give the search engines what they want: Relevant, high-quality Content.

Keep it real, instead of simply manipulating search engines via white-hat/black-hat SEO.

Content drives Traffic, which you can PREsell to using email marketing, which then leads to the final destination of Monetization.

Willy Lim
The Financially Free Advisor
InterNETwork Marketing in Asia

By: Peter Caputa

Peter Caputa — Sat, 27 Sep 2008 20:31:24 +0000

Great point by Tony. There are very few companies that can rely solely on inbound marketing to fill their pipeline. And yes, there are very many inbound leads that are not the decision maker, don’t have budget, and are just trying to sap people for information, with no intention of every buying.

A salesperson has to be good enough to 1) detect who these people are and 2) figure out whether it’s worth talking to them to get to a decision maker or to get them to consider making an investment. And to Tony’s point, I included “getting referrals and introductions” as part of inbound marketing. If you’re good at inbound marketing, getting referrals and introductions is a lot easier because there’s so much material your referral sources can share with their contacts about you, as they spread the word.

Contrary to Tony’s point, there are also ways to generate very targeted highly qualified leads through inbound marketing. You just have to be really good at it, and do a lot of trial and error, always measuring the source of leads that convert into clients.

Overall, I totally agree with Tony’s point. Inbound marketing does NOT replace the need for great sales skills.

By: Tony Cole

Tony Cole — Sat, 27 Sep 2008 20:30:00 +0000

Not much to add to this already great dialog other than:
With inbound traffic the quality dimishes as most are tire kickers. However with the right coaching in place you can convert the tire kicker into a client
More inbound traffic means more practice to tell the story. More practice means you get better and telling the story. Getting better means closing more business, more quickly at higher margins.
As someone builds their engine to drive inbound traffic they cannot allow that as an excuse to stop executing outbound activities such as getting introductions. I’ve seen lots of sales people fail because they were waiting by the phone or computer for inbound traffic.

By: Aaron Ross

Aaron Ross — Sat, 27 Sep 2008 20:29:32 +0000

Hi Darin -
Do you mean when companies put “Call Now” on their website? Or what specifically do you mean?

Aaron

By: Darin

Darin — Sat, 27 Sep 2008 20:29:24 +0000

Since inbound leads are much better than outbound, is this the reason why companies are implementing the call now features? Is this just a tactic to turn, what otherwise would be an outbound lead, into an inbound?

By: Toby Bloom

Toby Bloom — Sat, 27 Sep 2008 20:29:07 +0000

I found your blog curious. Let me ask you this question. Which of your metods of prospecting do you find works the best?