Inbound sales – Identify
Most buyers are already in the Awareness stage of their buying journey – before they engage with salespeople, having already done their own research. As a salesperson focus first on those buyers that are active, who may have recently visited your website, filled out a form or opened a salesperson’s email. Talk to customers that are a good fit, ask for introductions on LinkedIn and set up Google alerts to track key events that should trigger your interest i.e. new recruitment, firms seeking new investments, expanding business, etc.