To manage your inbound leads, you can always do so internally.
Your marketing or sales teams can review who completes forms, lists of interested parties from conferences, those who leave their information on your online calculator, etc.
As we've seen, this is a time-consuming process and not as straightforward as one might initially think. Following up with inbound leads tends to be the last thought on a lot of people's minds, as the constant generation of inbound leads is on the more passive side of marketing approaches.
One way to avoid both taking time away from the team and ensuring your inbound leads are getting proper treatment is to hire an outsourced sales agency
. By outsourcing this task to a group of people or individuals who are dedicated to following up on inbound leads and following the steps in your sales process and pipeline, you do not need to worry about the time-consuming aspects of lead qualification. It's ensured that they are being contacted.
You can rest assured that your inbound lead pipeline is being managed and updated, and your inbound sales are increasing constantly.
Outsourced sales development talent will work with both outbound and inbound strategies. They need to be given key information such as your target customers. Then they can add them to your pipeline in whatever form you see fit, either by adding them to your CRM so they follow the same steps and receive the same information or by providing them with a weekly list of people that have expressed interest in your products.
For instance, your startup is based on a subscription service of some kind. To initially access the service, there's a one-week free trial followed by a subscription. At the end of the week, the customer will be asked if they'd like to go ahead and purchase the monthly subscription.
This part of the process could be automated, but if you're starting out, it might take a while, so your outsourced salespeople could even start here.
More likely, however, they would begin a bit later on, adding anyone who hasn't wanted to be part of the subscription service to a monthly nurturing newsletter about your service so they can remember your brand.
Your SDRs would also keep track of what stage of the pipeline your leads are in. They evaluate if it is worth it to continue with each lead as they qualify them. This erases any additional work so that you can focus on developing the service even further and selling at a higher level.