The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Our Inbound Leads Are Causing More Work Than Good Sales Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.” It’s always on the question of who should follow up on inbound leads and how to go about it effectively. Many small organizations are having a hard time utilizing their inbound strategies effectively. We don’t have all the variables and all the situations within an organization. Still, we can assume that there are three people on a sales team.  The sales team Assume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead?  Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first. You don’t want your salesperson pitching to a lead that in the end would go to another competitor.  Do a pre-qualific