Written By: Anthony Iannarino
After inbound produces the lead, then what?
Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what?
Inbound marketing is an important part of a client acquisition strategy. It is an above the funnel activity that can supplement–not replace–your prospecting efforts. But it doesn’t replace the ability to sell well.
If you are effective at inbound without having the sales chops, processes, and methodologies to create opportunities and win new clients, then being effective at inbound produces the same result as not being effective at inbound.
If you are only okay at inbound but have extraordinary sales chops, you will produce better sales results than you would by just being good at inbound.
If you are a pure salesperson, you may not need inbound at all. If you can pick up the phone, gain commitments, and know how to sell, you are always going to do well. But if you are the entrepreneurial type with the ability to create content, adding inbound to your mix is going to blow up your results.
No matter how good you are at inbound, you better have something after inbound.
Anthony Iannarino is President and Chief Sales officer for SOLUTIONS Staffing, a best-in-class regional…
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