Comments on: Are Inbound Leads Really Leads? I Believe the Majority Are Not.

By: Ginny Crandall

Ginny Crandall — Fri, 07 Jan 2011 18:16:54 +0000

I think that this is very interesting conversation that is going on here. I do think that inbound contacts tend to be warmer than outbound, however. This is simply because with inbound, the person has already taken an action that is positive toward you. Is there still a chance that you can screw it up? Of course. But at least they have taken a step.

By: Malcom Reynolds

Malcom Reynolds — Mon, 13 Dec 2010 18:10:47 +0000

“Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time.”

All I can say is Amen.

By: Mac McIntosh

Mac McIntosh — Mon, 25 Oct 2010 13:39:14 +0000

Christophe, You say “inbound converts better.” Do you have data you can share that validates that statement? – Mac

By: Christophe

Christophe — Wed, 13 Oct 2010 08:28:56 +0000

Of course all inbound contacts are not leads but what is interesting is to compare the conversion rate of inbound vs outbound. For most companies it turns out that inbound converts better, which means that contacts generate leads and leads, if well nurtured, generate sales. So raw inbound contacts are not leads but are more likely to become so than outbound contacts.

By: Michael

Michael — Thu, 29 Apr 2010 05:07:26 +0000

Mac – Nice post.

I especially like your point about the need to have both inbound and outbound marketing, and following up on inbound inquiries with outbound touches.

I find it amusing how some companies claim “inbound marketing” is the *only* thing that will work in the so-called “web-2.0 age” (whatever that means). These companies invariably have something to sell (such as “inbound marketing” software), or affiliates of the same.

Good job highlighting this point.

By: Jeff Ogden

Jeff Ogden — Sun, 18 Apr 2010 13:05:55 +0000

Good post. And I agree with Mike Volpe’s comment too. An inbound “lead” – say someone who downloads content, is hardly a qualified lead, but is, as you say, a suspect. It’s like seeing an attractive woman and she smiles at you. A smile is not a relationship.

Careful, gentle, patient nurturing and two way communication (the telephone and in person) over time can build a relationship.

People should not call inbound suspects leads. If they were, my business would be booming.

By: Mac McIntosh

Mac McIntosh — Sat, 17 Apr 2010 05:03:37 +0000

Alan, please enlighten me: How is someone who responds to a print ad, trade show exhibit, direct mail letter or email less valuable than someone who responds to a blog post or website page? – Mac

By: When is a lead not a lead?

When is a lead not a lead? — Tue, 13 Apr 2010 15:10:13 +0000

[...] the article here. 2010 13 [...]

By: Alan Green

Alan Green — Fri, 09 Apr 2010 09:58:51 +0000

Outbound marketing are not leads: these are just people who are harassed by spam and cold calls.

Inbound marketing are leads: these people have taken the time and effort to contact you or to visit your website.

By: Jimmy Valenti

Jimmy Valenti — Thu, 08 Apr 2010 20:58:06 +0000

I often wonder the disservice that we do trying to qualify a potential customer. Maybe the business funnel should be turned upside down so we don’t ever overlook the potential that in-bound and out-bound marketing are just tools in the marketing process

By: John McTigue

John McTigue — Mon, 05 Apr 2010 19:19:09 +0000

Mac,
I agree wholeheartedly with your assertion that inbound leads are just items to go on a salesperson’s to do list. Lead nurturing e-mail is a good way to keep them interested and soften them up, but the human touch is almost always required for a close on anything that can’t be purchase via e-commerce. I also agree that inbound and outbound should be blended, not only post-lead but also pre-lead. Thanks.

By: Cliff Langston

Cliff Langston — Mon, 05 Apr 2010 14:34:11 +0000

Mac -
‘Just picked up the MarketingProfs’ spotlight on this post today, kudos. I think Gary’s comments above takes this conversation back to your point – it’s not either/or, it’s both. Rare is the case in B2B that an inbound inquiry closes without an outbound touch. And I have to agree that statements like “turn your website into a lead generation machine with inbound marketing” harken back to list companies’ deciding to sell leads, not lists. As a good friend of mine likes to say, “(a list of) names are not sales leads…a list of names is a phone book”.