Updmamt profile picture
Updmamt profile picture

Updmamt

Business Development

Opinionated
Contributor
Good Citizen
+1

Qualifying: inbound vs outbound leads

I've been wandering whether SDRs need to differentiate an inbound lead versus and outbound leads when qualifying them.

BANT, Gap Selling and SPIN : are those techniques to be used no matter what?
Is there any difference SDR should consider before approaching them?

thanks for your help 
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9 comments

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braintank
Politicker
2
Enterprise Account Executive
Yes, an inbound lead is different from an outbound lead
FuckMaybes
Valued Contributor
1
Account Executive
Outbound -> you went to them, the onus is on you to show why they should be speaking to you initially. when you have their attention and they're engaging with you in a convo you qualify 

Inbound -> they came to you, they're actively looking for a solution, I (dis)qualify these a lot harder as they tend to be timewasters and tire-kickers. 


In both cases, they should earn the right to demo, though I understand most SDRs aren't measured on closed revenue but meetings booked  
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Outbound - you had best know why you are connecting with them.   Prove that you have something they need, and continue to qualify (as you should) all along the process.

Inbound - they think they know why they are connecting with you, but you need to qualify that you have what they need and that they can afford to acquire it.  Qualify all along the process.
CuriousFox
WR Officer
1
🦊
Value value value value 💯
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
SDRs shouldn’t even be touching inbound leads. A mngr should just send those directly to the applicable rep.
SADNESSLieutenant
Politicker
1
Officer of ♥️
If you have to ask the question.....

YES for the love of god an inbound lead is different.

an inbound lead is all about responding as fast as possible, the difference between a 30 second response time and a 5 minute response time is a 400% difference in conversion. 

An outbound lead it's still important but whats more important is determining whether or not it's a lead worth your time to outbound too and what you will say since they are not actually on your website.
AessK
Politicker
1
SDR
Inbound as in demo requests? If so, I disqualify them with a mix of challenger/gap. Align on whatever active project they have and push it off to my AE. 

Outbound - Gap sell to their business problems. If they don't have it, move on to find a better fit. 

Postbound (soft inbound like a whitepaper download - not a hand raiser) - same approach as Outbound but you're gonna get a better hit rate 
TennisandSales
Politicker
0
Head Of Sales
totally different. 

Inbound leads have INTENT. They are telling you they want to learn more. 

Outbound leads you still need to convince that you are of value. 


Justatitle
Big Shot
0
Account Executive
Outbound is usually one that you’re saying is qualified because xyz criteria. Inbound is a crap shoot because it can be anyone coming that wants to look into the software 
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