Hubspot coined the phrase Inbound Marketing 12 years ago and inbound digital marketing has never been the same. Instead of the common outbound marketing practices at the time, Inbound marketing used methods to pull in potential customers on their own to make purchasing decisions.
When putting together proper outbound prospecting plans it can be a little daunting trying to drum up leads at the same rate of inbound leads coming in. When inbound leads come in, they are further down the funnel, already in a buying stage, and have legit interest in exploring the products. When executing your outbound campaign, it can take a while to engage with these prospects and get multiple prospsects already into the funnel as “warm to hot” leads that are ready to have meetings or start the process of moving forward. With some proper planning and execution, there are some simple ways you can beat inbound and create leads on your own at a fast pace as seen below.
How many emails do you get a day of somebody trying to sell you something? It seems like the marketing automation/sales technology era has made it so easy to cold pitch somebody that pretty much prospects and everyday people are now trained to block out somebody trying to sell them something over email, phone, and on social. Salespeople are now pitching and begging over and over to grab their prospects attention leading to a few "qualified" meetings here and there and little to no closed business. As targeted as it may be or as personalized as it is, the truth of the matter is that nobody wants to be sold to or pitched in 2017.
I know there is a very tiresome debate going on about cold calling vs. social selling or inbound vs outbound. Saying that connecting with 5 people a day out of 300 dials is great and better than nothing. I am not going to go there in this particular article, as I stated before all systems work but if you are making 300 dials a day like its 1995 and not using social or inbounds methods, than you are going to need a reality check if you are in sales. I am here for the marathon not the sprint.
Sales and marketing have always been on a different path. Sometimes not even in the same building, not in the same city, or not in the same country. Account executives have their jobs to get meetings and crush quotas while marketing have their jobs to create and generate leads that lead to conversions which then gets passed to SDR’s or the account executives.
When reading the internet and doing research on sales and marketing related content, I always seem to run into pundits stating them claim of their particular avenue for gaining new customers. Things like digital marketing is the way of the future for prospecting or Cold Calling is dead or nobody likes to be interrupted etc