What does the customer journey have to do with inbound sales?

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Does your prospect usually get back to you quickly? Does the contact still appear positive or ready to buy? Then an email will satisfy their current communication needs and will not change their attitude.

If, on the other hand, a prospect is rather indecisive and often not very responsive - i.e. if there are problems with the exchange or conclusion - then call.

This is easier, faster and you can use the job seekers database potential of personal communication for your sales process to achieve a positive response.
And even if the personal contact does not reveal an acute need, you can qualify this prospect more quickly and, if in doubt, pass them back to marketing as a contact.

Read:


Everything you need to know about Sales Enablement

Conclusion
The five factors on the topic of sales email or telephone call show: The question of the best medium for contacting prospects cannot be answered in general terms.

Depending on the type of contact and the preferences of the contact person, there are still situations in which a traditional phone call is better received than the modern email.
Therefore, ask yourself typical W questions every time you make contact: What do you want to achieve , when , and from whom ?
And at the same time define the circumstances:
What type of prospect is yours and what is the status of your acquisition ?