DJC Insights
Inbound vs Outbound: Two Different Engines
A common mistake in early-stage startups is trying to build "One Sales Process." They have a single pipeline for everyone. They treat a Demo Request the same way they treat a Cold Call pickup.
This is a disaster because the psychology is opposite.
- Inbound (Intent-Based): They chose you. They have a problem. They want a solution now.
- Outbound (Interruption-Based): You chose them. They are busy. They don't know they have a problem yet.
You cannot run these two fuel types in the same engine.
Engine 1: The Inbound System (Speed & Selection)
The Goal: Facilitation. The Enemy: Friction.
If someone requests a demo, your system should not ask 20 qualifying questions. It should get them on a calendar instantly.
Key Metrics:
- Speed to Response (Target: < 5 mins).
- Show Rate (Target: > 80%).
The System Flow:
- Form Fill.
- Enrichment (Clearbit/ZoomInfo automatically fills data).
- Auto-Routing (Round Robin to AE).
- Instant Calendar Link via Email.
Engine 2: The Outbound System (Resilience & Relevance)
The Goal: Disruption. The Enemy: Silence.
If you are cold emailing, speed doesn't matter. Relevance matters. You need a system designed for multi-touch persistence without burn-out.
Key Metrics:
- Open Rate / Reply Rate.
- Positive Sentiment Rate.
The System Flow:
- List Building (Targeted Account Selection).
- The Sequence (Day 1 Email, Day 3 LinkedIn, Day 5 Call).
- The "Break-Up" (Automated move to Nurture if no reply).
Why You Need Separate Pipelines
If you mix these deals in one pipeline, your forecasting will break.
- Inbound deals close in 30 days at 20% conversion.
- Outbound deals close in 90 days at 5% conversion.
If you average them, you get garbage data. Split them. Pipeline A: Inbound Pipeline B: Outbound
Summary
Do not treat a guest who knocked on your door (Inbound) the same as a stranger you approached on the street (Outbound). Build two engines. Tuning them differently. Win both games.
DJC System is designed with all these in mind.