Back
The War Room
Discussion
Post

My inbound leads are harder to convert

Not sure if this is the case for everyone, but my inbound leads have a MUCH lower conversion than my hunted prospects. Conventional wisdom dictates the opposite, but when I hope on a call with an inbound lead, they usually have a misunderstanding of what our platform does. I'm beginning to think the issue here is rooted in our paid search keywords/SEO strategies. Anyone else running into this? I guess it's not the worst problem to have but curious to see if anyone else's inbounds are complete shit

๐Ÿ”Ž Prospecting
๐Ÿ‘‘ Sales Strategy
๐Ÿงข Sales Management
8
BigMeech
WR Officer
+11
Coors Light Advocate
All my inbound leads are tire kickers, people trying to apply for my company, or interns.
paddy
Arsonist
+9
Account Executive
I can usually get visibility on the spam shit youโ€™re describing before I reach out. Iโ€™m amazed at how many people fill out our form and donโ€™t remember filling it out.
BigMeech
WR Officer
+11
Coors Light Advocate
Part of the problem is more often than not the people who we would sell to are also the type of people who want to work at my company so itโ€™s not always super clear up front. I basically go into every disco call trying to qualify it OUT. I refuse to waste my time.
Show 2 more replies
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
I've seen this in the past. It all comes down to product messaging and SEO/PPC ad placement/strategy. I'd bring this up with Marketing (our BFFs) and have an audit done.
paddy
Arsonist
+9
Account Executive
I have. I donโ€™t know if itโ€™s a hill Iโ€™m willing to die on anymore and might just keep cranking away my outbound
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
A company that lets their inbound funnel wilt is an anomoloy. Marketers are usually measured on inbound funnel generation...this would be madness at my current company!
Money
Valued Contributor
+5
Director of Enterprise Sales
My boomer CEO is great at identifying and dictating vision, less good at concisely explaining what we do. It seeps into our website and media. We get a fair amount of inbound that's looking for things we don't do or undersized for our offering.ย 
Sometimes gold comes through, but it's about a 10% hit rate.
paddy
Arsonist
+9
Account Executive
I think there's a bridge to gap for how marketing/management creates a website explaining your product versus how sales explains it. This is really where things get lost in translation.
funcoupons
WR Officer
+11
Kahluapons
This can be true at my company. A lot of inbounds are tire kickers or people who would buy today but we cannot help for various reasons.
GDO
Politicker
+6
BDM
I think that s a qualification issue. Outbound is already more qualified. Inbound gets less qualification.ย 
Panda4489
Opinionated
+3
Business Development Manager
It's because you're marketing team is ass lol... As are most of our marketing teams ๐Ÿคฃ๐Ÿคฃ. It was the same at my previous company. BUUUTTT!

The new company I'm at actually blended the outbound SDR roles with a marking nurture I don't think I've ever had better leads in general.ย 
paddy
Arsonist
+9
Account Executive
Our marketing team is great but I think we outsource the paid search aspect to Ukraine and they have no idea what the fuck they're doing.
Panda4489
Opinionated
+3
Business Development Manager
Eastern European culture is very different in terms of what value they try to deliver because their core values are so different as a culture. If you guys outsource your damn marketing leadership is failing by not educating them on the cultural differences. A lot of people assume because they outsourced to someone who has experience means they know wtf to do and how to do it...ย 

That was a long winded way of saying it's still your marketing leadership's fault lol
Show 1 more replies
2
How do you compensate your SDRs who do both inbound and outbound prospecting?
Question
4
Where have you seen most success?
+17
CuriousFox , ย  verbalzzzzzz , ย  sam ย  and 17 people voted
*Voting in this poll no longer yields commission.
7
How Do You Treat Inbound Vs Outbound Leads
Question
12
I treat inbounds and outbounds the same
+40
SlinginSoftware , ย  JuicyKlay , ย  verbalzzzzzz ย  and 40 people voted
*Voting in this poll no longer yields commission.
2
Inbound vs Outbound Leads
Discussion
6