5 Most Important Inbound Lead Management Tips

Inbound leads should be money in your pocket. To make sure that’s true, you need to remove any barriers between them and you. That means you need to make it as easy as possible for inbound leads to get in contact with you however they want. 

It also means that you should get back to them politely but persistently, always ready to reply to them with what might seem like an unreasonably fast response time. If you’re always ready to respond quickly, politely, and persistently using accurate contact data, you’ll dramatically increase the money you make per inbound lead.

  1. Data Management

Good data management is one of the most underappreciated but essential parts of inbound lead management. You need to make sure you keep it safe and use it well. Lead and prospect data is a multibillion-dollar industry by itself, so if people are giving you their data for free, you should treasure it.

First, you need to make sure you’re storing that data securely. Your inbound leads have entrusted you with personal information, and you need to make sure that you’re validating that trust with proper security protocols. Those protocols will also help you make sure you’re in line with GDPR and other data privacy regulations.

Then you can make sure you’re capturing key contact information, such as email and phone number, and keeping it updated. After all, a work phone or email will change when someone gets a new job, but their interest in what you’re selling won’t.

2. Response Time

The Harvard Business Review famously showed an easy way to increase your qualification rate from calling inbound leads: faster response times. Calls made within five minutes of the lead inbounding have a 400% higher rate of qualification than calls made within five to ten minutes.

Of course, creating a response time that fast is easier said than done. But it’s absolutely worth the effort; responding faster is one of the best ways to increase your inbound lead qualification rate.

3. Availability

If you want to respond within five minutes to every inbound lead, your BDRs need to be ready for them 24/7. That means you either need people willing to work night shifts, an international BDR team, or an outsourced team that’s experienced with 24/7 inbound coverage. 

If you have any questions on how to set up a team like that, feel free to set up a call with our inbound lead management experts today.

4. Polite But Persistent

You can’t give up on inbound leads if they don’t respond to your first outreach. These are your most valuable leads, and they merit determined, professional efforts to get in touch. 

That doesn’t mean that you should overwhelm them with nonstop calls the first day they express interest. It just means that you should keep your company at the top of their mind with a steady flow of outreach.

5. Choose the Right Channels

A great way to make sure your outreach is persistent without becoming annoying is by choosing the right contact channels. Of course, the channel you should focus on should be the one they inbounded through. If they called you, call them back, and if they sent an email, reply in kind.

That way, you’re focusing your efforts where they should belong. If someone calls you, don’t just bombard them with constant emails.

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Patricia McLoughlin
Patricia McLoughlin
2023-03-30
We have used Salaria for over two years and the experience has been great. They are hands down the best B2B prospecting agency I have used (and I’ve used many over the years!) I’ve seen them deliver consistent, quality results over a long period of time. We have even referred partners to them that have also been pleased with Salaria’s performance. They are very proactive when it comes to trying new strategies and do a great job managing engagement data - both inside and outside our system. Overall, I would highly recommend Salaria to anyone looking for an outbound prospecting agency that can deliver results and a positive ROI - regardless of the market you operate in!
Kyle Miller
Kyle Miller
2023-03-17
Salaria has done a great job increasing the total amount of prospective leads for our company. Elizabeth and her team are very professional and the amount of calls they crank out with just a few people is remarkable! We value the collaborative process, and the open line of communication makes it easy to adjust strategies on the move without any down time. The weekly reports & dashboards they provide are a very nice touch. Overall a great experience with an honest and hard-working company who's motivated to help us grow our sales.
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Aviva Fridman
2023-02-01
Salaria is amazing! I have spoken with several companies like Salaria, but I have found them to be mostly talk. Salaria does exactly what they say they are going to do - they get meetings! I greatly appreciated that even though we had a slow start, they came in an worked hard to earn regain our trust. They are always tweaking and improving their process to make sure they are meeting our needs.
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Matt Shreibman
2022-11-28
As someone who has been in medical device sales for 10 years now, I highly recommend Salaria to anyone who is looking for more targets. Pipeline is the life blood for any sales organization and Salaria is a great resource to have.
Nick Lassor
Nick Lassor
2022-07-20
Salaria has been a game changer for us! We have tried various companies and internal processes to manage a rather difficult lead gen process and they have performed way better than we expected. They adapt to our feedback. They provide clear information. They are always looking for ways to improve. If you are on the fence, just pull the trigger. Salaria will do everything they say and more!
Jason Gonos
Jason Gonos
2022-07-14
Great company and great people. I am super impressed with our director of account management LP and his team. I have been with them for about 4 months and just signed for a 6 month extension. I have been getting TOO MANY HIGH QUALITY LEADS to manage and am now forced to build out my sales team because of Salaria :) Highly recommended. The cost will pay for itseld quickly.
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James Hoover
2022-04-06
Salaria has been a huge boost to our lead generation efforts. They are able to create meetings with high level executives who are vetted properly. Great company to work with.
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Nilesh Surana
2021-12-16
We started working with Salaria about 10 months ago and they have been able to generate about 60-70 meetings of which 4 deals have closed. I was a bit skeptical before deciding to work with them because I didn’t know if we could effectively outsource part of our sales development strategy. I’ve been pleasantly surprised by how well things have gone. We’ve also seen an improvement in conversion rates across the whole team because we started using a lot of the scripts and templates Salaria was using. I have to admit that they've been impressive with how helpful they’ve been from a strategy perspective. Highly recommend these guys!
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