It should come as little surprise that you need to handle inbound leads differently than traditional leads. When you connect with inbound leads, you have additional data in front of you: data that tells you what pages they've visited and what files they've downloaded on your website.
Plus, researching their social media accounts can help you fill in the blanks and give you a more complete picture of who your potential customers are and how they match your company's ideal prospect.
Inbound leads have done more than enough to indicate their interest to you, and now it's time for you to return the attention by connecting with them. But what exactly should that connection look like when it comes?