Introduction

It’s not uncommon for a business to get excited about a new lead and to spend time on what will eventually turn out to be a waste of time. Identifying the right b2b leads at an early stage of your sales process can improve your entire company’s performance.

On the one hand, it is crucial to not waste time on clearly irrelevant b2b leads, and on the other, it’s important to not miss out on opportunities for lack of understanding the state of mind of your prospects – some lead may appear irrelevant because they are being approached wrongly.

In this post, we’ll cover the core actions you should take in order to boost the performance of your sales.

Define your ideal buyer profile

Inbound sales are buyer-centric. Instead of pitching and cold calling, you attract potential customers with content and interact with your prospects with context…