Which activity should NOT be included in the identify phase of your inbound sales strategy?

In the identify phase of your inbound sales strategy, the primary focus is on understanding who your potential buyers are and categorizing them based on their behavior and engagement levels. This involves identifying active and passive buyers, as well as conducting research to gain insights into their needs and preferences.

Helping a lead identify their goals and challenges typically falls under a later phase of the sales process, where the focus shifts to engaging with the lead more deeply. At this stage, the sales conversation will center around understanding their specific requirements and providing tailored solutions. Therefore, this activity is more appropriate for the qualification phase, where you build on the initial identification of the lead by further exploring their unique situation and how your offering can address their challenges.

In contrast, activities such as identifying active buyers, researching potential buyers, and classifying passive buyers directly contribute to establishing a clear framework for targeting and prioritizing leads, which is essential in the identify phase.