Sales' Role in Converting Interest into Revenue Just like Marketing, Sales needs to evolve its strategy when handling inbound leads. Any difficulties that salespeople have adjusting to these inbound leads usually stem from the fact that some of the classic training that salespeople have received over the past few decades does not apply when working with inbound leads. In fact, these legacy tactics can actually hurt the sale. There are three specific aspects of legacy selling that hurt inbound lead handling the most. Scrap the Elevator Pitch—Lead with Context
