Chuck Malcomson says, “Inbound marketing is designed to help members of your target market find you, as opposed to cold-calling or interruption-based marketing. The inbound sales process generates more qualified leads, but not all of those leads are sales ready.

Some of those early-stage leads will be filtered into a nurturing campaign. However, a prospect’s readiness isn’t always clear based on his initial contact. So, your sales team reaches out by telephone and email to every prospect who has requested further information about your product.

Some of those prospects respond and move the process forward. Others respond to say, “I’m not ready to make a purchase at this point.”  Those go into a nurturing campaign. A few may say they’re not interested at all and be deleted from your list. Then, you’re left with the leads who simply don’t respond”.

Inbound Selling: The Art of the Break Up Email and When to Use It

HubSpot

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