A live chat from a website visitor A phone call into your company Someone who reaches out to you on LinkedIn or Twitter Someone who mentions your company on LinkedIn…

A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces the need for a sales process. Every sales team has its own sales process, but an inbound sales strategy…

Preferably within minutes of receiving the lead. Preferably within a day or two of receiving the lead. Not too quickly, so you don’t seem overeager. On a weekly cadence, since…

True False

A buyer who needs extra encouragement before they commit to buying A lead who has expressed interest in your product but hasn’t committed to a timeline for buying A person…

The awareness stage The consideration stage The decision stage The inbound stage

Someone who has explicitly stated their desire to buy your product Someone who is ready to buy your product Someone who is actively researching a goal or challenge Someone who…

To identify good-fit leads from within the large pool of available prospects. To identify the goals and challenges of specific prospects. To identify the ways your product or service can benefit people…

Deliver a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals. Help the buyer connect your company’s broad positioning to their specific goals and challenges. Provide…

Explore your lead’s goals and challenges. Guide your lead toward the right conclusion, even if that’s not to buy from you. Explore the ways your product or service can help…