You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:

Identify active buyers

Identify passive buyers

Research potential buyers

Help a lead identify their goals and challenges


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Explanation: During the identify phase of your inbound sales strategy, the primary focus is on identifying active and passive buyers, as well as researching potential buyers. This phase involves gathering information about leads, understanding their needs, pain points, and preferences, and categorizing them based on their level of engagement and readiness to make a purchase. By identifying active buyers who are actively seeking solutions to their problems and passive buyers who may not be actively searching but could still benefit from your offering, you can tailor your approach and messaging accordingly. Additionally, conducting thorough research on potential buyers helps you gather insights that can inform your sales and marketing strategies moving forward. However, helping a lead identify their goals and challenges typically occurs later in the sales process, during the engage and explore phases, where you delve deeper into understanding the specific needs and objectives of individual leads and how your product or service can address them. Therefore, during the identify phase, the primary focus is on gathering information about leads rather than assisting them in identifying their goals and challenges.

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