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Unveiling the Truth About Inbound Leads and Sales Realities

inside sales inside sales experts sales consulting for startups sales leadership sales management Oct 13, 2023

You might believe that your sales team's success hinges on generating a surplus of inbound leads through that marketing team of yours. However, the reality is far from this assumption. Having navigated the complexities of leading a sales team receiving 40,000 monthly inbound leads myself, I can confidently say that not all these leads are created equal.

The Inbound Lead Myth

Inbound leads often garner a lot of attention for their perceived high intent. However, let me be clear: the majority of these leads will fall short of expectations. At a company where we received a substantial 40k monthly inbound leads, it became evident that quantity didn't always translate to quality.

Sales reps echoed what we were all thinking: "A lot of these leads are crap." It was a sobering revelation that underscored the need to revamp our approach to handling inbound leads.

Effective Handling of Inbound Leads

If you find yourself inundated with inbound leads, it's crucial to establish a systematic approach to manage them efficiently. Here's how you can navigate the influx and ensure optimal utilization of your resources:

  1. Lead Scoring: Before initiating conversations, employ tools like MadKudu to score leads effectively. This step enables you to identify the leads with the highest probability of conversion, allowing you to prioritize your efforts strategically.

  2. Selective Engagement: Recognize that not all leads are worth pursuing. Focus your energy on the leads with the highest likelihood of converting and discard those graded as C and D. Selective engagement ensures that your team's efforts are channeled towards the most promising prospects.

  3. Strategic Assignment: Assign the most promising leads to your top-performing salespeople or sales development representatives (SDRs). Opt for a targeted approach rather than a traditional round-robin method. By capitalizing on your best resources, you enhance the likelihood of successful conversions.

  4. Efficient Qualification: Streamline the initial conversations to swiftly disqualify leads that don't meet your criteria. Embrace the concept of High Probability Selling, where the primary focus is to efficiently identify viable prospects and filter out those who aren't a good fit.

Applying Universal Principles

My experience with managing a substantial volume of inbound leads taught me invaluable lessons. Despite the disparity in lead numbers, the principles of effective lead management remain consistent. By adopting a strategic and discerning approach, you can optimize your resources and ensure that both your and the prospect's time is well utilized.

Embracing the Reality

Get this through your head:  the notion of an overflow of inbound leads as a cure-all solution is a fallacy. Success hinges on implementing a meticulous and targeted strategy to handle inbound leads effectively. By employing a systematic lead scoring process, selective engagement, strategic assignment, and efficient qualification, you pave the way for enhanced sales performance.

Call to Action: If you found these insights valuable, delve deeper into 10 more Sales Leadership lessons that can further refine your sales leadership skills.

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