justtryingtomakeit

Director of Account Management

Sales Reps: How often do you follow up via email/phone call with an inbound lead?

Trying to draw the line of what we think is "too little" vs. "too much" - don't want to overwhelm/nag/annoy, but don't want to let warm --> cold.

Do you follow up..

Attached poll

1-3 times 4-7+ times

*Voting in this poll no longer yields commission.

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10 comments

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sketchysales

Politicker

Sales Manager

takes 8 follow ups on average to get the next stage move.

Kosta_Konfucius

Politicker

Sales Rep

It depends on the timeframe to, 20 touches in a day is insane/stalker ish. 20 touches through multiple channels over the course of a quarter as they continue to download content but haven't set time with them, is different.

TennisandSales

Politicker

Head Of Sales

so what is the situation here?

inbound lead?
Demo request?
Content download?
had a disco call but havnt set a demo yet?

the answer will depend based on the situation

justtryingtomakeit

Contributor

Director of Account Management

Inbound lead

TennisandSales

Politicker

Head Of Sales

ok so depending on how it come inbound id change my approach.

if "inbound lead" means ANYTHING other than a direct request to speak with sales/demo (I.E: content download, webinar sign up, webpage visit,)i would send 2 emails, asking if there was any follow up information they needed, or questions you can help answer.

If they specifically asked to speak with sales, or wanted a demo I am sending them an email with a link to my calendar right way.
If they dont respond, Ill call and email 2x more times.

The last email Ill send will be something like "hey you asked for a demo and we havnt been able to set that up. if this becomes a priority for you again feel free to reach out or just put time on my calendar HERE."

ZVRK

Politicker

Enterprise Account Executive

Key word here is “it depends” :) I’m in enterprise SaaS, and when an inbound lead comes in (be it web or partner network) it’s usually at least an MQL already. So, if i send them one email, no response, and then another one and still no response.. that’s it for now, will try again after couple of weeks and one last time within one month from their initial email.

Gasty

Notable Contributor

War Room Community Manager

@justtryingtomakeit: Welcome to the War Room firstly.

I can only add one thing here: Not all inbound leads are the same.

I find the entire concept of “X touchpoints” to be an over-simplified version of creating incorrect trend lines to create incorrect reachout strategies.

Not all inbound leads are the same. Some are desperate, some are window shoppers, some are in pain, some are confused, some are [email protected]

Have some mechanism of segregating your inbound leads first. Soon, you’d start seeing “the WHY’s” behind them coming in as inbound leads. Like neo could see the matrix.

Then, it’d all be about prioritising your time spent in a lead vs touchpoints spent on a lead.

cheers!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Inbound lead? Phone call first, email next.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Inbound lead - call, then email. If they ghost, keep that up for a few cycles.

What's the quality of those inbounds? Are they usually good, or are they often tire-kickers or bogus because they are giving up their email to win a prize or something?

kelvin26

Fire Starter

administrative manager

https://timebrookinvestment.com/u/sign_up?r=kryptotitan

https://t.me/+L_3GDbXlz904MDg0

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justtryingtomakeit

Sales Reps: How often do you follow up via email/phone call with an inbound lead?

Do you follow up..

10 comments

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