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Actions Speak Louder Than Words: Inbound Leads that Leap to Close

Actions Speak Louder Than Words: Inbound Leads that Leap to Close

You’re in sales. We know you can talk the talk but can you walk the walk?

Now more than ever it’s time to think like your target prospects and understand what they want to hear. Find the solution before they even know the problem through efficient lead qualification that makes an uphill climb a walk in the park.

Let Nipul Chokshi, VP of Marketing at Atrium, Jen Igartua, CEO at Go Nimbly, and Denis Malkov, VP, Business Operations at PandaDoc guide you through lead generation and distribution so your time and effort translate to a closed deal. If you want to improve your inbound lead conversion rates, this panel will be music to your ears.

Discussion topics

  • Fine tuning CTA’s for conversion rate optimization

  • The secret sauce in becoming the solution before your prospects know the problem

  • Barrier-free lead distribution to save you time

  • Qualifying your leads so you can speak their language and close

Key TAkeaways

  • Operator’s approach: Be the secret shopper! Monthly? Quarterly? It doesn’t have to be a huge project. Pro tip (be like Nipul): Add your own name into the database. What’s it actually like on the other end outside of the beta test/writer’s room? 

  • Make it more consumable: Know your buyer - we’re all doom scrolling on our phones,  consuming media in various ways in our personal life - does your buyer want product marketing that reflects it? A switch up? A comic book on how to use the product, perhaps? (watch the recording for some hot takes and proof of the necessity to speak YOUR buyer’s language). Pro tip (be like Denis): Speak their language - take the time to prep till you’re fluent.

  • Silo Syndrome PSA: We as humans are great at communicating vertically in our own teams, and terrible at aligning horizontally across teams. You’re going to feel this struggle most as you grow and scale. Pro Tip (be like Jen): If  you want to figure out why and how - it’s probably information hoarding. It’s not selfish, it’s systems, but the infrastructure has to change to eliminate the silos.

  • Priority > Priorities: “If you have multiple, you have none”. Identify the gap and treat your customer like a partner you’re advising. Jen’s big 4? Value, volume, velocity, and conversion. Understand what your metrics are telling you, and hit one at a time.

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