Why Sales Don't Need Inbound Leads Just Yet...

20
Why Software Sales don’t need Inbound Leads just yet...

description

Why Software Sales don't need Inbound Leads just yet...

Transcript of Why Sales Don't Need Inbound Leads Just Yet...

Page 1: Why Sales Don't Need Inbound Leads Just Yet...

Why Software Sales don’t need Inbound Leads just yet...

Page 2: Why Sales Don't Need Inbound Leads Just Yet...

Traditionally, salespeople seal the deal. They go out into the world, chat up a storm, do the

legwork and close business.

Page 3: Why Sales Don't Need Inbound Leads Just Yet...

But all of this is changing...

Page 4: Why Sales Don't Need Inbound Leads Just Yet...

93% of your audience is now using search to begin their buying process.

And the beginning of that sales cycle now means lots and lots of research...

Page 5: Why Sales Don't Need Inbound Leads Just Yet...

Inbound leads have searched online for answers and have come to you to

ease the business pain they are experiencing.

This is because you can offer them software solutions to the issues that

vex them.

Page 6: Why Sales Don't Need Inbound Leads Just Yet...

There are three major issues when there isn’t a clear distinction in the roles between

inbound marketing and sales...

Page 7: Why Sales Don't Need Inbound Leads Just Yet...

Salespeople may see the initial lead & instantly try to convert the sale.

The lead will then withdraw and adopt a more cautious approach with the

company in the future.

Page 8: Why Sales Don't Need Inbound Leads Just Yet...

The trust they had in your company has quickly diminished.

Page 9: Why Sales Don't Need Inbound Leads Just Yet...

A salesperson might try to set up a meeting when the prospect is

only at a marketing qualified stage.

This is too soon.

The lead must be assessed for what will benefit them.

Page 10: Why Sales Don't Need Inbound Leads Just Yet...

We must instead nurture them through the sales process until they’re ready to

buy.

Page 11: Why Sales Don't Need Inbound Leads Just Yet...

Salespeople may try to ‘pitch’ to the prospect.

This isn’t what they need.

It may even be the opposite of what they want right now.

Page 12: Why Sales Don't Need Inbound Leads Just Yet...

It’s good to remember that an inbound software lead came to you first...

They want what you are offering. But you must focus on what your

prospect needs right now.

Page 13: Why Sales Don't Need Inbound Leads Just Yet...

If you don’t, your prospect could write off your

salesperson – and your company – as simply being interested in off-loading as many licences as possible.

That may well be your goal, but it certainly won’t be

theirs.

Page 14: Why Sales Don't Need Inbound Leads Just Yet...

And that response may well be the nail in the coffin for a chance at sales between

yourself and that prospect.

Page 15: Why Sales Don't Need Inbound Leads Just Yet...

There’s no point in giving your best striker an inbound lead until you are sure your sales person understands how to nurture this inbound lead.

Page 16: Why Sales Don't Need Inbound Leads Just Yet...

The reality is, the way that sales operates is CHANGING.

Page 17: Why Sales Don't Need Inbound Leads Just Yet...

How can you hit the target?

Page 18: Why Sales Don't Need Inbound Leads Just Yet...

Adopt a two-tiered approach with your sales team.

Have your relationship-builders liaise directly with inbound leads until they are

100% sales-ready leads.

Page 19: Why Sales Don't Need Inbound Leads Just Yet...

Use the people skills and business acumen of your sales team to directly contribute to the benefit of your leads and

your business.

Page 20: Why Sales Don't Need Inbound Leads Just Yet...

Want to find out more about how to generate leads online?

Get Your Copy Here