Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

Read the Guide Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close

Learn

Access the Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Blog / Newest Insights

Jump straight to the latest inbound marketing and They Ask, You Answer insights

Access the Learning Center

Free and Pro Courses

Take your knowledge to the next level with free and Pro courses inside IMPACT+

Access the Learning Center

Recordings on Demand

On-demand recordings from past IMPACT events and livestreams

Access the Learning Center

Featured

Inbound Strategy Playbook 2022

Learn 7 foundational principles that have proven to set inbound marketing strategies up for success

Access the Learning Center

Free 5 Min. Inbound Marketing Assessment

Take this free assessment and learn what you can start doing today to boost traffic, leads, and sales

Access the Learning Center

Blueprint for a More Profitable Agency

See why coaching, not implementation, is the key to happier clients and better profit margins

Access the Learning Center

Case Studies

See examples of companies working with IMPACT and thriving with They Ask, You Answer

Access the Learning Center
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Close
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022
Read the Guide
The Ultimate Inbound Marketing Strategy Playbook 2022
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

3 Steps to Dramatically Improving the Quality of Your Internet Leads and Sales Pipeline Right now

By Marcus Sheridan

Marcus Sheridan also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2022.

3 Steps to Dramatically Improving the Quality of Your Internet Leads and Sales Pipeline Right now Blog Feature

Every business—well at least 99% of them—would prefer to have a richer sales pipeline full of qualified leads that are truly interested in your product or service.

Over the last 7 years, I’ve given about 350 presentations to audiences big and small, discussing today’s digital buyer and the way things have changed so dramatically for sales and marketing over the last decade. But in a surprising number of cases, many businesses (at least their sales departments) still believe the internet produces “bad” leads—be it unqualified, bad fit, etc.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

In every case, the problem never has anything to do with the internet or the type of person that communicates with businesses via the web. Rather, it comes down to one simple element—one that many companies, marketing departments, and certainly web design teams, don’t fully understand:

Bad messaging.

Yes, internet leads are as good or as bad as the messaging that brought them there.

So if your digital messaging (specifically your website) is fluff, generic, etc.—you can expect your leads to be fluffy, poorly qualified, etc.

But at the same time, if you’re willing to do a few simple things with your website and your web messaging, you’ll quickly find that internet leads can actually be some of the MOST qualified your company receives.

Here are the 3 steps:

3 Steps to Improve the Quality of Your Internet Leads Right Now

#1 Creating a section of your website called, “Who We’re NOT a Good Fit For”

Every business says who and what they are on their website. This is also why most businesses end up sounding the same and getting the same results. But almost no one says what they’re NOT. Start with what you’re not. Make that a major part of your sales messaging, especially with what is on your website.

This will make you dramatically more attractive to those prospects that actually are a good fit, and for the ones that are not, they’ll simply self-filter out of your pipeline.

#2 Create a “Problems We Solve” Page

Whether it’s sales or marketing messaging, you should always start with the problems you solve and not the solutions you sell. This is why, within your sales messaging and website, you should have a very prominent section that says, “Problems We Solve.” When listing those problems, you should state them exactly as a potential customer would think, search, or state them as well.

Here is a screenshot of our “Problems We Solve" Section at our former The Sales Lion website:Problems We Solve Screenshot

#3 Embrace the power of video in the Marketing and Sales Process NOW and create your “80%” Video

Studies have shown that by the year 2019, 80% of the content online reviewed by consumers during the buying process will be video-based content. With this being such a significant trend, every sales person literally needs to see themselves, and their company, as a media organization. This means they must teach using the power of video, often, and then integrate these videos throughout the entire sales and marketing process.

Simply stated, most sales pros spend way too much time when meeting with a prospect answering the same 80% of questions over and over again. But what would happen if they eliminated those questions? What would happen if every prospect knew, before the first sales appointment, your company’s philosophy and thoughts on those 80% of questions that everyone wants to know?

Yep, they’d be more qualified, more ready, and certainly more willing to buy.

Fact is, sales pros need to spend more time selling and less time teaching.

More Time Selling

By creating an 80% video, your sales team will start to do exactly this.

So there you have it, three ways to improve the quality of your internet leads and sales pipeline immediately.

As always, if you have questions about any of this, or are interested in a workshop with your sales team on how exactly to do this, contact us today.

The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

Topics:

Marketing
Inbound Sales
Published on June 21, 2017

Recent Articles

23 most important IMPACT+ resources to prep for 2021 for marketers
November 17, 2020 • 8 min read
How much does online digital marketing training cost?
August 3, 2020 • 8 min read
COVID-19: Could post-pandemic sports draw fans and advertisers in new ways?
July 7, 2020 • 4 min read
Why companies choose print ads over digital for value statements
June 30, 2020 • 2 min read
Marketing during coronavirus: an essential small-business strategy checklist
March 24, 2020 • 5 min read
Why investing $5.6M in one Super Bowl ad might not be as crazy as it seems
February 5, 2020 • 5 min read
2020 Super Bowl commercials preview: Get ready for weird
January 31, 2020 • 5 min read
Digital marketing in 2020: What to expect in the new decade [Video]
December 7, 2019 • 3 min read
New Snapchat report details robust on-platform purchase rate
November 18, 2019 • 2 min read
The perfect brew: 3 wicked 2019 Halloween marketing campaigns
October 31, 2019 • 4 min read
[New Research] 90% of Customers Screen Phone Calls From Unknown Numbers
August 23, 2019 • 4 min read
Forever 21 Faces Backlash for Putting "Free Samples" of Atkins Diet Bars in Clothing Orders
August 1, 2019 • 3 min read
Microsoft Ads Just Released an Experiments Function
July 24, 2019 • 1 min read
Can Emojis Be a Marketing Asset for Your Company?
July 19, 2019 • 3 min read
Vidyard Video Benchmark Report for 2019 Review [Film School For Marketers Podcast, Ep. 17]
July 16, 2019 • 4 min read
"Revolutionize" Your Marketing With These 9 Ideas From Our Nation’s Founders
July 4, 2019 • 4 min read
New Advertising Standards Authority (ASA) Guidelines Ban Gender Stereotypes in UK Ads
June 19, 2019 • 3 min read
3 Myths Marketers Believe About What Web Developers Really Do
April 19, 2019 • 5 min read
Marketing Lessons from 4 Leaked Super Bowl 53 Commercials
February 1, 2019 • 4 min read
5 Ways to Give People Want They Really Want on Social in 2019 [New Data]
August 31, 2018 • 4 min read
Marketing & the World Cup: 5 Campaigns Proving They're a Match Made in Heaven
June 23, 2018 • 5 min read
3 Cringe-Worthy Marketing Mistakes & the Lessons Learned from Them
May 3, 2018 • 4 min read
I Spent 6+ Months with Sales as a Content Strategist & Here’s What I Learned
April 13, 2018 • 7 min read
Purpose-Driven Marketing: Making an Impact with a Purpose-Driven Campaign
January 29, 2018 • 2 min read
3 Steps to Dramatically Improving the Quality of Your Internet Leads and Sales Pipeline Right now
June 21, 2017 • 2 min read