S
S

surveysales

Business Development Representative

Contributor
Good Citizen

Handling Inbound Leads

Curious about what others are doing when marketing passes you a lead that has downloaded an ebook, guide, or some other website content.


Currently my org's approach is:

  1. Marketing sends lead the content they downloaded
  2. BDR receives lead then re-sends the content and says happy to answer any questions etc. No ask for a meeting.
  3. BDR sends another piece of content that is relevant to what they downloaded. Again without a meeting ask.
  4. On the third email: BDR asks for a meeting

The approach is multi-channel so there are calls and LinkedIn steps baked into that but essentially that sequence occurs over 7 business days.


I'm not super fond of our approach and I've only had a bit of success with booking leads like this.


Would love to hear how others are approaching leads like this!



🔎 Prospecting
10

12 comments

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Kosta_Konfucius
Politicker
5
Sales Rep
Mine is fairly similar, my main goal is getting a response, unless its a hot lead. I am a big fan of the CTA being "Would you be opposed to learning more?" so sort of asking for a meeting, but can talk over email too. I have mixed results

If you haven't yet I would review this academy blog, i know I need to

https://bravado.co/academy/inbound-prospecting-tips-for-sdrs-bdrs
surveysales
Contributor
2
Business Development Representative
thanks for sharing that! Yeah I love using that as my CTA in my cold outreach
Coastal_crusher
Politicker
4
Sales Director
IMO, too many steps here. BDR could send the material and offer further help (I.e. ask for meeting) in one step
CuriousFox
WR Officer
7
🦊
I got tired halfway through 😆
surveysales
Contributor
5
Business Development Representative
thanks for the feedback - definitely agree with you. Marketing is saying they want us to slowly drip out content to them before we ask for a meeting but we're a small company and I think our leads are genuinely forgetting who we are by the time we ask for a meeting lol
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
I'd say the time to ask to meet is right away. Worst they can say is "no". Best case, you're top of mind and you engage them immediately.
Coastal_crusher
Politicker
2
Sales Director
Well marketing is marketing for a reason lol. They are about brand/brand awareness without the urgency of a quota

Ask them to consider who might be asking for the meeting right away. Yup, you guessed it - your competition!
RandyLahey
Politicker
3
Account Executive
Ouf; I use to work as and SDR at an org that would basically just put on free webinars, trying to attract leads.

They basically ended up training our competition's employees for free.

Question - do any of the templates ask Why they downloaded 'x'?

I can't blame this approach; there has to be some return to costs per click.
Diablo
Politicker
2
Sr. AE
It’s always give and get, I have CTA in most of my emails. Rather then relying on prospects to go through the content they might not even need, I would ask them for a quick chat that can shorten the learning curve
Maximas
Tycoon
2
Senior Sales Executive
I am a fan of compressing those 4 steps into 3 only.

After the downloaded content to be sent as a step one.

Second step remains as it is.

Finally Merging 3rd and 4th by asking for a meeting after sending the other piece of content.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
We don’t have anything for downloading so when someone requests anything from the website they get a call.
SgtAE
WR Officer
1
AE
Yeah ebook sequences are pretty much the only thing we can do here in terms of inbound its not much to work off. you can add some calls in too if you can

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