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

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

2. Traditionally, salespeople seal the deal. They
go out into the world, chat up a storm, do the
legwork and close business.

3. But all of this is changing...

4. 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...

5. 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.

6. There are three major issues when there
isn’t a clear distinction in the roles between
inbound marketing and sales...

7. 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.

8. The trust they had in your company has
quickly diminished.

9. 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.

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

11. 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.

12. 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.

13. 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.

14. And that response may well be the nail
in the coffin for a chance at sales
between yourself and that prospect.

15. 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.

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

17. How can you hit the target?

18. Adopt a two-tiered approach
with your sales team.
Have your relationshipbuilders liaise directly with
inbound leads until they are
100% sales-ready leads.

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

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