Being successful with inbound lead generation is a wonderful thing. Every time you open up your inbox, there are new sales opportunities waiting for you.
But, simply generating leads doesn’t solve every problem a company can have. In fact, it can even create a couple of new ones. This became apparent recently when I was talking with a client who was receiving literally hundreds of well-qualified leads, but wasn’t having much luck turning them into actual customers.
What we discovered was that not everyone is well-versed in the process of turning qualified inbound leads into new accounts.
With this realization, I decided to sit down and spend some time with Marty Tascona of Deliberate Selling. He helped me understand a system virtually any small or medium-sized business can use, which we’ll call a “three bucket” sales funnel.
It works like this: every time a lead comes in, it’s assigned to one of three different categories…