Buyers go through three phrases: Why change? Why now? Why you? Outbound prospects usually are at Phase 1 (“Why Change?”). Inbound leads are likely already at Phase 3 (“Why you?”), after already deciding that they need a change and when. They haven't decided on which solution yet. With outbound leads this differs because you're having to convince someone why they need to change from the status quo and why they need to take action now. Let's take a look at a typical buying process with outbound…
