CRM, lead flow and sales techniques · Inbound selling: identify
Spend your selling hours on the lead sources that close, in order.
A lead source priority ladder ranks where your leads come from by how warm they are, then splits the team's hours across the rungs. The inbound outbound mix decides, segment by segment, whether you wait to be found or go out and call. The page ends in a time plan per rep.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A lead source priority ladder ranks where your leads come from by how warm they are, then splits the team's hours across the rungs. The inbound outbound mix decides, segment by segment, whether you wait to be found or go out and call. The page ends in a time plan per rep.
A Jaipur furniture workshop sells to architects, hotels and walk-in homeowners. The two reps spend their afternoons cold-calling hotel purchase managers, while enquiries from the WhatsApp number printed on the delivery van wait until evening. Nobody has ever counted which source produced last year's orders.
The ladder starts with a count. Pull the last ninety days of leads from the CRM or the enquiry register and tag each with one source: asked for you by name, referred by a customer, came to the website or WhatsApp, answered an advertisement, downloaded or attended something, or was found by your own list-building. Then count leads, qualified leads and customers at each rung.
The mix review is separate. Take every segment you serve and note four things: the revenue you expect from it, if its buyers realise the problem exists, if they look for a fix online, and if you are new to that market. A buyer who is looking for a solution can be waited for. A buyer who has never heard of your kind of product has to be called.
The sales head owns the table, the owner approves the hours. It replaces gut feel about where to spend the day. The prospect list building page in the sales process section covers how to make outbound lists; the calling rules for outreach differ by case, so check yours with your adviser.
Where this sits
Topic 3 of 13 in crm, lead flow and sales techniques: inbound selling: identify. Finding who to talk to.
- The topic before
- Personas and positioning
- The topic after
- Inbound selling: connect
If you want this done for you
Your team spends the morning finding numbers instead of calling them.
The work
What this is actually like.
“Warm sources get served last”
Calls to strangers feel like work, so they fill the morning. A referral or a WhatsApp enquiry feels like a reward and waits. Invert it: warm leads first, every day, and cold calls only in the hours left over.
“Missed calls are a lead source nobody tags”
In an Indian trade shop the phone rings, nobody answers, and the number never enters the CRM. Log every missed call with a call-back time. When you tag the last ninety days, this is the rung where the numbers surprise people.
“Capacity is arithmetic on your own call log”
Count the dials your reps make in a week and the conversations they reach. Divide one by the other. If a rep needs fifteen dials for each conversation and makes forty dials a day, outbound capacity is about two conversations a day. Plan around that figure.
“Inbound has foundations you have to own”
Waiting to be found needs a website that loads on a phone, a Google Business Profile with current hours, a WhatsApp Business account and content that answers the search. If any is missing, the segment is outbound for now, whatever you would prefer.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The tagged lead list
Ninety days of leads, one row each, with source, date, whether qualified, whether it became a customer, and the value. Filled by the sales head from CRM exports and the missed-call register.
Result: Finished when every row carries exactly one source tag and the totals match the CRM.
The ladder table
One row per source rung: leads, qualified leads, customers, hours per week today, hours per week planned. Reps fill their own hours; the sales head fills the rest.
Result: Finished when the hours column adds up to the team's real selling hours.
The segment mix sheet
Rows are segments. Columns: revenue estimate, buyer awareness, searches online, new to you, chosen mix, calls planned per month. The owner decides the mix.
Result: Finished when each segment has one chosen approach and a number against it.
The foundations gap list
A checklist of website, Google Business Profile, WhatsApp Business, content and social profiles, each marked in place or missing with an owner and a date.
Result: Finished when every missing item has a name beside it.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
We have no CRM. Can I still tag sources?
Should small firms do outbound at all?
Are cold calls and bulk messages allowed?
How often do I redo the ladder?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of inbound selling: identify
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.