To Recap, when implementing an inbound sales and marketing revenue machine Marketing needs to: Filter the leads. Avoid passing all inbound leads to Sales. Avoid the lead scoring trap. Use a Buyer Persona/Buyer Journey matrix to decide when to pass leads to Sales. Sales needs to: Call low, and then call high. On the call, scrap the generic elevator pitch. Prioritize prospecting by engagement, not call cadence or alphabetical order. Consider specializing the team by inbound or outbound.
