Inbound Marketing is the roller coaster toolset for generating leads. While an inbound lead generation program can be effective, it’s only as strong as its weakest link. More often than not, the weak link is the team responsible for converting leads to interested, engaged, and active sales opportunities. Most companies equip their Inbound Marketing departments with social media or marketing professionals with no true sales experience. Kurlan & Associates has been a leader in advising the inbound marketing field, and understands the challenges that arise when companies generate leads, but do not achieve notable results. Our experts train Inbound Marketers to develop a mastery of effective follow-up, engagement, and the art of converting Inbound Marketing leads to sales.
Here are some articles you might find helpful:
Have the Promises of Inbound Sales Come to Fruition?
Why Inbound and Inside Sales Experts Think Sales Process is Dead Too
Top 10 Reasons Why Inbound Cannot Replace Sales
After Inbound 14 – Anatomy of a Hybrid Sales & Marketing Role
Does Inbound Marketing Deliver Good Leads for the Sales Force?
Why You Don’t Convert More Leads to Sales
Is BANT a Sales Process or a Man-Made Disaster?
My Latest on Using Email to Book New Meetings
Dave Kurlan’s 10 Rules for Effective Sales Emails That Connect With New Prospects
Improper Use of BANT Will Cause You to Kill Opportunities
Phone Prospecting – the Key to Scheduling Meetings
Sales Hacks and How to Improve Your Lead Follow Up Conversions
