Prospecting for Inbound Leads

[ISmolin]

Good day, colleagues,

We recently revealed the Prospecting tool and would like to use it. We want all inbound and outbound leads to monitor it and track the progress.

The process with Outbound leads is straightforward. AEs create leads there and can track their progress, create tasks to follow up and plan, choose the label and lead type, and move to the appropriate stage based on the prospect's current state. Awesome!

Once the prospect is qualified, we can convert it/ move to Deal. Beautiful! 

Inbound leads, e.g., from our website contact form. I heard it's not a good idea to use Lists for this purpose. That is why I would also like to move Inbound leads to the Prospecting tool via automation. I believe the workflow feature will help with it.

What is the right direction to consider when having all kinds of leads in one place? Will prospecting cover this need? I assume we will need to differentiate the leads and can add lead type in Prospecting - Inbound lead.

Please share your thoughts and experience about keeping all types of leads in the same place and how to handle moving from Lists. 

Thank you! 

[KlemenHrovat]

@ISmolin what would you like to do with these Inbound leads - add all of them directly to prospecting workspace? Do you want to qualify them first and pass to the sales team only the relevant ones? 

What do you do with them when they are within Proespecting tool? Do you try to add them to some kind of sequences? 

[karstenkoehler · Accepted solution]

Hi @ISmolin,

It could indeed be as simple as creating a custom "Inbound / outbound" lead property, using the existing "Lead type" property or creating a separate lead pipeline for inbound: https://knowledge.hubspot.com/prospecting/set-up-leads#create-lead-pipelines-beta

Once you have that, it's a matter of automatically creating leads from inbound, either through the general tool settings, or via workflow: https://knowledge.hubspot.com/prospecting/manage-leads-in-the-prospecting-workspace?hubs_content=kno...

Have a look and let me know if you have any follow-up questions!

[ISmolin]

Thanks a million, Karsten! It seems you know the answer to each question 🙂  Appreciate you!