Inbound Leads deserve better than generic processes With an Inbound BDR Team.

Outbound ProspectingInbound LeadsSDR and BDR Teams

Mar 6

Do you know what irks me?

The typical inbound lead flow process.

What happens when someone comes to your site and fills out a form or chats in?

Typically the lead is routed to an SDR or BDR. This process has been the same for YEARS. Doesn’t this deserve an update? This is one of those things I always thought to myself - WHY are we still doing it this way? I didn’t like it then, and I don’t like it now.

Isn’t there a better way?

Isn’t there a better way to introduce people to our companies? Why are we sending inbound leads to a team of “inbound SDRs or BDRs?” No offense to BDRs and SDRs - I have been in this role myself, and I think it’s a super valuable role for all companies. Instead of using BDR/SDR time on inbound leads, we should use their time to build a strictly outbound pipeline. Not only is doing outbound prospecting good for your company, but it is also good for the SDR or BDR. The BDR/SDR team will learn faster by doing outbound prospecting. It will also increase lead conversion to opp for the inbound leads by giving those leads directly to an AE.

Leads coming through the website are people who are likely pretty qualified. If they are filling out a form or chatting on your website, they are there for a reason. They have probably read content to get themselves ready to speak with someone from your company and will have questions an AE will have to answer.

Here’s Why this process is not good for the inbound lead:

The person who filled out the form or chats in will speak to someone who doesn’t know as much as the sales rep does about the product or solution. That is going to cause this person to get annoyed with your company off the bat. Don’t put a bad taste in their mouth right away.
The SDR/BDR will send the lead an email with some questions to qualify them for a meeting with an AE. They also might put them into a cadence or a sequence with generic messaging. How does that make your company look? Not too great…
Why do people send blanket emails to leads like they are not real people with real problems to be solved right now?

These are potentially very qualified leads that we should treat with respect.

Why are so many companies still

doing this?

What’s even worse is when the SDR/BDR doesn’t look the person up on LinkedIn or take the time to research the company the person works at.
We must take a genuine interest in why this person came through the website. Make a curious and informed decision about why you think they are contacting your company. What do you think you might be able to help them with? Always make an informed opinion on what you think you can help with based on your research.