Official thread

Reel 'er in

You all loved our Ultimate Guide to Outbound Prospecting, so we knew it was time to share its sister guide... 


So here she is, in all her glory: A Beginner’s Guide to Inbound Prospecting


If you’re reading this, this is your reminder that sales isn't always about hunting. 


Yes, duh, obviously, you might think to yourself. But really, don’t overlook the importance of inbound prospecting. Inbound is a critical lifeline for any business, so it’s absolutely key to understand how to properly qualify and nurture your inbound leads.


Hear our thoughts and wisdom on Inbound Prospecting in Bravado Academy

https://bravado.co/academy/inbound-prospecting-tips-for-sdrs-bdrs
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26
Salesup
Valued Contributor
10
Sales Executive
Inbound lead? Never heard of her. 
Mr.Pickles
Arsonist
0
Sr. Customer Success Manager
who's that pokemon? 
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
Read the guide. I have to say I disagree with a lot of it.

Why? If it’s an Inbound Lead it should only the touch the SDRs hands for long enough to set the AE meeting and *maybe* ask a couple open ended questions.

At this point it’s not the SDRs jobs to determine if the IL is a qualified buyer - the IL could be doing the groundwork for a larger team. WTF would you let a wet behind the ears SDR determine the viability of that IL?!?! An AEs time is not that valuable that they can’t conduct a Discovery call on someone who’s reached out to your company.

There are some good things in the article which deal with simple Sales 101 items. It’s not a bad read. But the whole concept of Inbound Prospecting to me is a misnomer. It’s akin to Order Takers calling themselves Sales people. If I reach out to a company I don’t want a middleman determining whether i am worthy or not to talk to them.
E_Money
Big Shot
4
💰
Eh could definitely go both ways on this one. Totally depends on the deal cycle/size/team size
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
The SDR can quickly determine some of those things but should not be conducting a full or even partial Discovery. Leave that to the AE. SDR = outbound prospecting
Diablo
Politicker
1
Sr. AE
Agreed, waste of time, effort, resources and additional torture to the prospect 
playerone
Politicker
3
Regional Account Executive
I agree inbound to AE immediately
Samsamoon
Opinionated
4
Associate
Is real thing? Business is call you? 
Filth
Politicker
4
Live Filthy or Die Clean
It's a strange phenomenon that happens in very rare circumstances where marketing is competent and productive...like I said...it's very rare.
Samsamoon
Opinionated
3
Associate
Is then real sale work? 
bandabanda
Tycoon
3
Senior AE Mid Market
🔥
Filth
Politicker
3
Live Filthy or Die Clean
You still have to filter through those who reach out and separate the completely unqualified, but I wouldn't say it's real sales...its like sales lite? Diet Sales?
Samsamoon
Opinionated
1
Associate
Is more service customer, yes? Is known of most excellent data consolidator make such thing. 
Filth
Politicker
1
Live Filthy or Die Clean
they aren't a customer yet though, it's not true hunt and kill sales but you still need some soft skills to do it excellently.
SADNESSLieutenant
Politicker
1
Officer of ♥️
Inbound prospecting: the sdr copout