True or False: You should only identify passive buyers after identifying all active buyers.

Identifying passive buyers only after identifying all active buyers reflects a traditional sales mindset focusing solely on immediate interest and engagement. In inbound sales, however, both active and passive buyers play significant roles in the buyer's journey, and their identification should not be strictly sequential.

Active buyers are those who are currently engaged and looking for solutions, while passive buyers might not be actively looking but could be potential leads based on their interests and behaviors. Recognizing passive buyers early can help in nurturing them with relevant content until they are ready to make purchasing decisions. This approach is in line with the inbound methodology that emphasizes understanding the full spectrum of your audience, rather than just the most immediate prospects.

In contrast, the idea that all active buyers should be identified first may lead to missed opportunities with passive buyers who require timely engagement and tailored content to guide them towards becoming active buyers later on. Therefore, focusing exclusively on active buyers can hinder a more holistic strategy that supports long-term relationship building.