Inbound Lead Generation Guide
This is a guest post from one of our current members Rylie Manross at Sales BQ®.
It’s time to jump-start your inbound marketing and lead generation. Organizations used to look for what we call a “Sales Unicorn” that manually builds their prospect lead lists, manually finds contact information, manually enters it into the CRM, creates email communication and sends emails without automation, runs their sales meetings, creates the proposals, and closes the sale. Sadly, these sales unicorns just don’t exist, and relying on this method is expensive. If a salesperson spends up to 70% of their time manually doing work that could be automated, your losses mount quickly. Stop throwing money away and start building a revenue machine that generates consistent, qualified leads.
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Read this guide to start implementing inbound lead strategies into your organization today.
1. HOW TO BUILD A REVENUE ENGINE
BUILD A REVENUE ENGINE WITH THIS INBOUND MARKETING TOFU STRATEGY
There are multiple aspects of a revenue engine, and they all work together to fuel your bottom line. Marketing automation is a must to creating an efficient and effective revenue engine.
As of December 2019, we are now in partnership with HubSpot. As a HubSpot Agency Partner, we custom build HubSpot’s inbound methodology and related services for our clients (so do me a favor and don’t go to HubSpot’s website until you’ve spoken to us—if you visit their website now, we may not be able to work with you directly). This new service allows us to use automation to shift the focus of our clients’ teams completely. In other words, it allows you to stop hunting, and start selling.
HOW IT WORKS
To begin building a profitable revenue engine, follow these concepts:
- Build a Qualified Lead List
- Get the Opt-In
- Lead Nurture
- Lead Scoring MQLS Based on Engagement
- Sales Qualified Leads
- Opportunity and Forecasting Revenue
If you’re ready to build your revenue engine, read this guide.
WATCH MARY GROTHE’S INBOUND LEAD WEBINAR
Get ready for a jam packed 20 minute video filled with action steps for you to start implementing your inbound lead generation methodology today. This webinar has a heavy emphasis on marketing’s role in lead generation. Ultimately, sales and marketing should no longer work in silos. Align your sales and marketing efforts to jump start inbound lead generation. Watch the webinar to learn how.
2. OPTIMIZE YOUR WEBSITE
When implementing an inbound lead generation strategy, it is critical that your website is optimized to get the best results. Your website needs to speak to your buyers, they should say “yes, they get me!” when they are reading messaging on your website.
Next, your website needs to have clear call to actions that align with the different stages of the buyers journey. They should easily be guided through learning more, subscribing, and how to contact you.
Last, your website must have a blog to educate and build trust with your buyers. Read this blog to learn more on how to implement these elements into your website.
3. BUILD YOUR SDR TEAM
In the past, sales development was an entry-level function and an easy team to build: hire college graduates and focus training on productivity and quantity rather than quality.
Today’s buyers have evolved. New buyer expectations have raised the bar for sellers and it’s harder than ever for modern sales or business development representatives to make an impact.
With the infrastructure in place to consistently find, attract, hire, and ramp up top SDRs, you’ll gain more control over your SDR team’s success with a repeatable team-building process.
Watch the SDRevolution episode to learn how to build out your SDR team.
4. USE LINKEDIN TO CONNECT WITH PROSPECTS
Once you have a qualified lead list, it’s important to use LinkedIn to connect with all of your leads as the first step of introducing them to your brand, without pitching or selling. The goal of connecting with the prospects is to start conversation and get them to your website. From there, you can receive their opt-in by optimizing your website with calls to action and engaging content that gets your prospects excited about the problems you solve. You must have an opt-in in order to send email marketing communications.
Watch our LinkedIn Course to learn how to best use LinkedIn as step 1 of building your brand and influence on LInkedIn. This 35-minute course teaches you how to rewrite your profile in your prospect’s language, drive targeted traffic to your profile, develop and post thought-provoking content, and engage in the news feed with your targeted connections; all driving exposure to your brand and generating inbound leads.
5. DEVELOPING YOUR PROSPECTING EMAILS
Most reps “hide” behind email prospecting because their call reluctance creates a strong fear of cold calling. Email is easier, right? You have time to write your thoughts, edit them before sending, and you can even automate email prospecting! Unfortunately, a million other sales people and marketers agree with you, which is causing an obscene amount of spam in prospect inboxes.
It’s important to always include useful and educational information that your prospects will find compelling. Read this article to learn 5 Top Email Hacks for Prospecting.
DOWNLOAD OUR PROSPECTING EMAIL TEMPLATES
ACCESS OUR FREE TRAINING ROOM
Ready to seriously level-up your sales game? Access the free Sales BQ® Training Room. We offer a wealth of practical and actionable resources for sales reps, teams, and managers for all parts of the sales cycle, from prospecting through close.
SUMMING IT ALL UP
To create an inbound lead strategy, you have to build a revenue engine and master inbound marketing skills. If you truly want create an efficient inbound lead generating machine, you can do it, but you’ve got to be willing to put in the hard work and effort. We hope this guide has given you a few things to think about and, most importantly, some practical steps to put into play immediately!