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Inbound Lead Strategy
4
Inbound Lead Process
Validation
1
The first step in any Inbound lead is to confirm the information within the lead itself. I need to cross-reference this information I have recieved with ZoomInfo, Sales Navigator, as well as SalesForce.
- ZoomInfo
- Validate contact info
- Sales Navigator
- Confirm Job title, previous experience, and current company
- SalesForce
- Check for previous actions taken by Synopsys (Sales, Marketing, anything)
- Check to see if anyone is actively working on a campaign with this organization in it's sights
- Ensure this is a lead I should be following up with (territory, vertical, etc)
- WHY?
Intake
My Process
2
- I consider Inbound Leads to be warm, therefore I would gather information in regards to the prospect and account, and tailor the initial phone calls/voicemails, emails, and LinkedIn actions around the content within the inbound lead.
- If my initial outreach does not recieve a response, we move on to the 3rd step. (Typically 1 week)
First Contact
Attention Grabbing
3
Because the prospect has not responded to my phone calls, emails, and LinkedIn actions over roughly 5-7 days, I then add them to an Inbound Lead Outreach Sequence.
- More Personalized emails
- Quicker time between each touch
- Sharing content specific to the inbound lead
- Typically 5-7 steps over 10-12 business days
Sequence
No Answer
4
If the prospect does not respond to anything within the Inbound Lead Sequence, the next step is to put them on ice for a week before moving them into a more generalized sequence
- Based off of the companies Vertical (Finance, Retail, etc) but in this case a semiconductor company (manufacturing/design, etc)
- Content is geared towared that vertical
- Typically 10-12 steps over 20-30 days
Conclusion
Can I do more?
5
Based off of the nature of the inbound lead, I am under the assumption that the semiconductor company could have a project that requires, or interest in Synopsys solutions around automated chip design.
I would get a buyers list of 10-40 employees within this Semiconductor company and add them into that vertical's sequence alongside the inbound lead in hopes to grab someone else's attention and set a meeting.
Next
Steps