How to Diagnose if Inbounditis is Killing Your Sales Pipeline

Posted by Dan McDade

Find me on:
on Jan 14, 2014 9:24:00 AM

Lead Generation Featured Image

Inbounditis DiagnosisA healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.

The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase.

If this sounds like your sales pipeline, it’s time to take action. How can you cure inbounditis? Find out in this week’s PowerMinute.


PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results.

 

By Dan McDade


Tell us what you think!

Topics: B2B Marketing, Inbound Marketing, PowerMinute


Revenue - Inbound - Nurturing = The GAP. We guarantee you'll be surprised by your actual metrics. Try our Lead Revenue Calculator
Get the Calculator

filter blog posts

  • Search

Top 5 posts

How Much Leads Cost

 

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example:

What Percent of Leads Should Sales Close?

The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads..

What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

What is a Lead Generation Company?

You probably receive countless calls or emails from lead generation companies promising you a full pipeline of qualified..

What is the Minimum Acceptable Close Rate on Sales Leads?

 

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..