Why Inbound Marketing Alone Isn’t Enough

[rifat28dddd]

AP: So I find it really sort of fascinating that at the same time there’s this rising crescendo and buzz around marketing automation tools and focus on the soft lead generation activities, like inbound marketing and social selling, that you and other authors out there are beating the drum for proactive prospecting.

So what were you seeing out there that motivated you to write the book?

JB: Well, you know, I run a company, so I’m the CEO of Sales Gravy, we’re the namibia telegram data largest and market share leader in employment advertising for sales.

I’ve got an inside sales team that’s right next to me. If you hear the bell ring, they sold something. They’re in there dialing.

And we have a robust inbound marketing process. My database has almost 800,000 people in it. I use HubSpot, which is one of the major inbound marketing programs.

And so I I’ve got a huge inbound marketing presence. I cannot provide enough leads for my people. If I did, we would be out of business. There’s just no way to do that.

And the concept, and this belief, that somehow you can generate enough leads without spending money is just ludicrous. So the only way that we win is a good balance between inbound prospecting and inbound marketing, which are two different things in a way, and proactive outbound prospecting, which is basically interrupting the days of people to whom we want to sell.

I call it pandering. It’s this group of people that are pandering to salespeople who don’t want to prospect.

By saying that you don’t have to, you can use social selling. That’s the easy way out. Or you can use this soft inbound marketing approach. That’s the easy way out.