GrowthStack Advisory / Inbound Lead Conversion
Inbound lead conversion for B2B teams, from first response to closed deal.
For companies already paying for demand. We build the response, qualification and follow-up process behind your inbound leads, run it with your team, and hand it over.
Inbound lead conversion is the work between a lead arriving and a deal closing: how fast it gets a response, how it is qualified, how it is followed up, and how it is handed to whoever closes. Most inbound problems are not lead volume. They are slow response, qualification that changes from rep to rep, and follow-up that stops after one attempt. GrowthStack fixes those three on your existing demand, with no extra ad spend. At Locus, a written qualification standard moved MQL to SQL conversion from 10% to 25% with no additional leads. The same work has since run for Easyship, WorkStore and ConvertCart.
Where inbound leads are lost
When inbound underperforms, the first instinct is to buy more of it. In the funnels we have worked on, the leads were already there. They were lost in four places.
- Response time. A lead contacted within five minutes is far more likely to be qualified than one contacted after thirty. Most teams do not measure how long the gap is. Speed to lead.
- Routing. Leads land in a shared inbox or a CRM view nobody owns, and the best ones wait the same as the worst. Inbound lead routing.
- Qualification. Two reps grade the same lead differently, so the pipeline report means nothing and sales stops trusting marketing’s leads. MQL to SQL conversion.
- Follow-up and show rate. One email, one call, then silence. Meetings get booked and nobody turns up. Reducing no-shows.
What we build
- A response standard. Who responds, through which channel, inside what time, including outside your team’s working hours.
- Segmentation and routing. Leads split by the variable that changes how they should be handled, whether that is region, company size or product line.
- A written qualification standard. Named criteria a rep can check on the call, with disqualifiers written down. How to choose them.
- Discovery and follow-up. How the first conversation is run, the follow-up sequence after it, and the confirmation flow before every meeting.
- Handover. Qualified leads passed to your closers with the reasoning attached, not just a name and a number.
- Reporting. Response time, qualification rate and show rate by source and by rep, so the next problem is visible early. GTM reporting.
What this looked like on real engagements
Easyship, a multi-carrier shipping platform. Inbound arrived in volume to a team in India covering US and UK hours. We worked on site with that team across the full path: lead response, discovery, qualification, follow-up, subscription closure and product activation. The ICP came down to one line: eCommerce businesses shipping a thousand parcels a month or more.
WorkStore, the India partner for Dyson’s commercial hand dryers. Leads came from the website, Meta and Google Ads, and referral partners, with no inside sales process behind them. Every lead was segmented by state, qualified on four criteria (budget, genuine need, timeline and the number of units required), and handed to the client’s sales team with the reasoning attached. For a defined segment of straightforward deals, we closed remotely. No additional ad spend was involved.
ConvertCart, a conversion rate optimisation company. Meetings were being booked and missed. Fixing follow-up discipline and the confirmation flow cut the no-show rate from 44% to 15%.
Before GrowthStack, Shobhit Gupta ran global SDR and revenue operations at Locus, where writing down what “qualified” meant moved MQL to SQL conversion from 10% to 25%, and lead to closure from 5% to 11%.
Who this is for
- You have steady inbound and a conversion rate you cannot explain. Paid media, website forms, demo requests or partner referrals, arriving faster than the team can work them properly.
- Sales and marketing disagree about lead quality. Usually a sign there is no written qualification standard both sides signed.
- Your team covers time zones it does not live in. Response time and follow-up are where that shows first.
If your problem is that no leads arrive at all, the work starts with outbound instead: the outbound engine.
Who does the work
Shobhit Gupta owns the qualification standard, routing and discovery. Ruchi Mittal, previously Director of Inside Sales at Locus, owns delivery: the follow-up sequences, the CRM workflows and the weekly operating rhythm with your team.
Frequently asked questions
What is inbound lead conversion?+
The process between an inbound lead arriving and a deal closing: response, routing, qualification, follow-up and handover to whoever closes. Improving it means more revenue from demand you are already paying for.
Do you work our leads or train our team?+
Both, depending on the engagement. We build the process, run it alongside your team until it holds, and hand it over. For some engagements we also qualify leads and close a defined segment of deals directly.
Do we need more leads first?+
Usually not. In the engagements above, the leads were already arriving. The gains came from response time, a written qualification standard and follow-up discipline on existing demand.
How long does it take?+
A 90 day initial engagement is recommended. Qualification and follow-up changes show up in the numbers within the first one to two months, because inbound volume gives you data quickly.
What does it cost?+
Engagements start at $2,000 per month on the GTM Growth Sprint, after an optional $750 GTM Diagnostic. Third-party software and data are paid by you and stay yours.
Related reading
Terms. Engagements start at $2,000 per month, after an optional $750 GTM Diagnostic. A 90 day initial commitment is recommended, after which the engagement moves to a monthly model with 30 days’ written notice. GrowthStack does not guarantee a fixed number of meetings, opportunities or revenue. Full pricing and terms.
Tell us where your inbound leaks
Thirty minutes on your response time, qualification and show rate, and which one to fix first.
Written with AI assistance from Shobhit Gupta’s notes and client work, then reviewed and edited by Shobhit Gupta on .