Effective Engagement During the Consideration Stage in Inbound Sales

[Ghulam_Mujtaba]

What are the most effective methods to engage with potential customers during the Consideration Stage of the inbound sales process, ensuring they feel supported and informed without being overly sales-driven?

[Josh · Accepted solution]

Hi @Ghulam_Mujtaba,

I think this will vary based on the type of sale, industry, who's involved, and several other factors, but I generally just do my best to remain helpful. If there are relevant resources or case studies to provide, I'll send those to the prospect when the timing is right. I will generally make my time available to them to help talk through any lingering questions or concerns they have, but much of the time if they are engaging with me our dialogue is usually via email. 

Some of this is automated using sales sequences. Typically when someone reaches consideration they are also removed from any awareness stage nurture workflows.

Hope this helps!

Josh