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Intermediate/ Excerpt...
If you start with the math, and understand the volume of qualified leads you need to create monthly or quarterly pipelines of sales opportunities to hit your number, you can then create a combined inbound and outbound marketing strategy that drives immediate pipeline contribution while setting the stage for higher volumes of qualified, inbound leads moving forward.
And of those inbound leads, create and deploy an active lead scoring program to separate out those not yet qualified (or not qualified at all) so that your sales team is focused only on the leads that really matter, that are motivated to learn more, and that are most likely to become happy, successful, long-term customers and evangelists for you.
It’s not inbound vs. outbound. It’s allbound.
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It always starts with a quantitative description of needs, and compares that to the DB asset you have on hand to accomplish that which you need to accomplish.