Lead qualification

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Most sales professionals have already been in the situation of making a sale that took ages to close, with countless meetings to explain how the product works and how it affects the lead's daily life, negotiation of values, and even demonstrations of how the solution works on a day-to-day basis.

But did you know that the content produced by your Inbound can help you shorten your sales cycle?

When you notice that a lead has many questions during prospecting, try to recommend rich material, such as an e-book or a whitepaper.

That way, the lead will arrive at the next meeting more prepared to understand how the solution can help them, shortening your sales cycle.

The material will be available 24 hours a day, 7 days a week to clarify any possible doubts and, as a seller, you know the issues that interest them and how to create urgency so that the lead consumes the content.

If the lead is still not there at the point of purchase, you can place them in a malta phone data nurturing flow and qualify them until the time comes to resume contact with a salesperson.

Lead Fishing
Just as you use Inbound pipelines to qualify leads that haven't closed, you can use the Inbound lead database to generate opportunities for your sales team.

Simply "fish" your database for contacts who have already gone through all the stages of the funnel, consumed relevant content and provided all their personal information (name, email, phone number, company, etc.).

Sales Team Training
Any novice salesperson will take some time to master the ideal pitch, and at that point, the manager finds himself at a dead end.

You need to reach the goal, but you know that every new member of the Outbound marketing team has a learning curve that cannot be ignored, at the risk of burning several leads.

So what would be the solution to make them sell, even without having deep mastery of the product? The answer lies in your Inbound process. You just have to use the content you already have to train them.

Additionally, you can follow the same nutrition funnel with your team that you use with your clients, dividing training material into top, middle, and base.

This way, they will be able to delve deeper into the specifications of your market and product in a linear manner, without skipping stages.

The results generated will surely be beyond what was expected and a large part of the work of the human resources team will be saved, in addition to not having to accompany the new members of the team.

After a while, it will be possible to produce scalable training and content produced, making any expansion of the sales team less traumatic .

That is, when you are unsure whether to go Inbound or Outbound, choose both and generate much more results for your company!