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How to Use Instagram: A Beginner's Guide

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How to Use Instagram: A Beginner's Guide

Over the past few years, Instagram has seen exponential growth — from one million users at its inception to over one billion in 2022.

If you’re interested in getting an Instagram account, or just created one but aren’t sure how to use it, you’re in luck. Here, we’re going to cover all the basics, so you can learn why Instagram is the top social media platform for engagement today.

It’s hard to remember a time before Instagram. At one time, “Do it for the ‘gram” was a common saying, which meant, essentially, “Do something so we can take a picture and post it to Instagram.”

Since then, Instagram has placed a larger and heavier emphasis on video. So you no longer hear the phrase “Do it for the ‘gram.” I bet, though, that a second version of the phrase will soon follow. (Maybe “Do it for reel?”)

If you’re not part of the one billion users on Instagram, you might want to reconsider. The app is a great chance to engage with top brands and stay a part of friends’ lives. When I want to see how my college friends are doing, I don’t check Facebook, I check Instagram. Plus, you can follow your favorite celebrities or political figures to see candid photos of their everyday lives.

Additionally, it’s a phenomenal platform for investigating what other brands are doing — for instance, Nike uses the Instagram Stories’ feature to promote inspirational athlete stories you won’t find anywhere else.

If you’re ready to sign up for Instagram, follow these steps below:

  • Go to the Instagram site on your desktop, or download the Instagram app from the App Store (iPhone) or Google Play Store (Android).
  • If you’re on desktop, click “Log in with Facebook”, or fill in the form with your mobile number or email, name, username, and password. Then click “Sign up”.
  • On Android, click “Sign Up With Email or Phone Number”.
  • On iPhone, select “Sign Up”.
  • Enter your email address or phone number, then click “Next”. Alternatively, you can sign up with your Facebook account.
  • Once you’ve filled out your username and password, you will be instructed to fill out your profile info. Then, tap “Done”.
  • If you register with Facebook, you’ll need to log into your Facebook account if you’re currently logged out.

How Do Instagram Notifications Work?

When your account is created, you’ll want to adjust your notifications so you only receive the information you want. For instance, you can choose to receive notifications when you get likes from everyone — but, alternatively, you might decide to only receive notifications when you get a like from someone you follow. Or, you might turn off notifications for likes altogether.

You can adjust notifications to “Off”, “From People I Follow”, or “From Everyone”, for the following categories — Comments, Comment Likes, Likes and Comments on Photos of You, Follower Requests, Accepted Follow Requests, Friends on Instagram, Instagram Direct, Photos of You, Reminders, First Posts and Stories, Product Announcements, View Counts, Support Requests, Live Videos, Mentions in Bio, IGTV Video Updates, and Video Chats.

If you’re overwhelmed by that list, I get it — I am, too. If you’re unsure what notifications you want to receive, you might start with your notifications on “From Everyone”, and if certain notifications begin to annoy you, you can turn them off later.

To customize which notifications you receive, follow these steps:

1. Open up the Instagram app on your phone.

First up, open up the Instagram app on your mobile device. You can also access Instagram on desktop if you prefer. Then, head to your profile by clicking the image of your profile picture on the bottom right.

how to change instagram notification settings: access profile

2. Access “Settings.”

After you arrive at your profile, click the hamburger menu on the top right-hand corner.

how to change instagram notification settings: access settings

A popup menu will appear. Tap “Settings.”

how to change instagram notification settings: tap settings

3. Tap “Notifications.”

On the next screen, click “Notifications.” 

how to change instagram notification settings: enter notifications settings

There, you’ll be able to change the notification settings depending on category. These categories include:

  • Posts, Stories, and Comments
  • Following and Followers
  • Direct Messages and Calls
  • Live and Video
  • Fundraisers
  • From Instagram
  • Email and SMS
  • Shopping

how to change instagram notification settings: view all notification categories

You also have the ability to pause all notifications by toggling the Pause All option up top.

4. Check off the notifications you want to receive.

Access each category individually and choose the notifications you want to receive. Here are the options, for example, for “Posts, Stories, and Comments”:

how to change instagram notification settings: toggle notification settings

The options will vary depending on category.

And that’s it! Next, let’s explore how to connect your other social media accounts to your Instagram, so when you post an image to Instagram, you can share it with your other online audiences, as well.

Can you connect to Instagram to other social accounts?

Yes, you can connect Instagram to Twitter, Tumblr, and Facebook, but it’s no longer done through Settings, as it used to be.

Now, you do it on a per-post basis.

If you want to share a post to other platforms, you navigate to the actual post you want to cross-publish on Facebook, Tumblr, and Twitter, and then manually share it that way.

Here’s how:

1. Open up the Instagram app.

2. Navigate to your profile.

3. Tap on the post you’d like to cross-post.

4. Click the three dots on the top right-hand corner of the post.

how to link instagram to other social accounts: access post settings

5. On the pop-up menu, click “Share.”

how to link instagram to other social accounts: tap share on the post Note: Don’t click “Share to,” which will give you an option to AirDrop or share the post to your contacts.

6. Toggle the accounts you’d like to share the post to. If you’re not already signed in, you’ll need to do so right within the Instagram app.

how to link instagram to other social accounts: toggle the social accounts

Once you’ve connected your accounts for one post, you can then toggle the sharing options for any new posts without needing to sign in again.

If you connect Instagram to Facebook, you can share your Stories across both accounts. We talk more about how to do that below.

How to Connect Instagram to Facebook

Since Instagram and Facebook are owned by the same company, Meta, you can connect the two accounts for a more seamless experience. Connecting your Instagram and Facebook accounts allows you to:

  • Share Stories across both Instagram and Facebook
  • Login with Facebook into Instagram
  • Sync your profile name and picture across both profiles
  • Use Facebook Pay on both platforms
  • Access your shopping activity on both accounts

If you’re a frequent Facebook user, then connecting your account to your new Instagram profile is highly recommended. Here’s how:

1. Open up your Instagram app.

2. Click on your profile picture on the bottom right-hand corner.

3. Click the hamburger menu on the top right-hand corner.

4. Tap “Settings.”

5. Under the Meta logo, tap “Accounts Center.”

how to connect facebook to instagram: tap account center in settings

6. Tap “Set up Accounts Center.”

how to connect facebook to instagram: click set up accounts center

7. Follow the prompts to log in into Facebook.

Done! Your two accounts are now connected. Here’s how it’ll look like once you’re finished: 

how to connect facebook to instagram: final result

In the next section, I’ll show you when a linked account comes in handy.

Upload, Edit, and Post an Image

Now, for the most important part of Instagram — how to upload and post an image.

Instagram is an entirely visual platform. Unlike Facebook, which relies on both text and pictures, or Twitter, which relies on text alone, Instagram’s sole purpose is to enable users to share images or videos with their audience.

On Facebook, you might choose to post 100 photos on an album. On Instagram, you need to be choosier about which photos you post. There are a few reasons for this — first, you don’t want to post more than once a day (typically). And you don’t want to post too many similar photos.

For instance, it would be odd for you to post fifty photos from the same beach vacation on your Instagram profile. Instead, you might choose five or six, and place them all within the same post.

(These are called carousel posts, and they allow you to share multiple photos in one post only. Carousel posts are awesome for posting similar pictures in one package while keeping your overall profile aesthetic diverse.)

Curious about creating an aesthetic? To learn more about Instagram account themes and get inspiration, take a look at these Instagram themes. Additionally, if you want to embark on a deep-dive, you can take HubSpot’s Instagram Marketing Course.

Now that we’ve covered that, let’s explore how to upload, edit, and post an image.

1. Click the “+” icon at the top-right hand corner.

When you tap the “+” icon, you’ll be prompted to choose the type of post you want to share. Since we want to publish a post directly on our profile feed, tap “Post.”

how to upload an image to instagram: click the plus button

2. Choose your media file.

Here, you have three options. You can look through your Photos library on your phone, you can take a new picture from right within Instagram, or you can take a new video. For our purposes, I looked through my Photos library and found a picture of Boston I wanted to use. Then, I clicked “Next” in the top right.

how to upload an image to instagram: choose media

3. Add filters if desired.

There are two categories you can use to edit your image — “Filter” and “Edit”. Instagram automatically shows you filters first. You can scroll through the carousel and click any of the filters to apply it to your image.

Additionally, if you want to use a filter but you want to tone it down, double tap the filter and move the cursor to the left to lessen the intensity of the filter.

how to upload an image to instagram: add filters

4. Edit your image if desired.

Next, click “Edit”. Here, you can adjust contrast, brightness, structure, warmth, and more. When you’re happy with your edited image, or if you don’t want to edit it at all, click “Next” in the top right.

how to upload an image to instagram: edit image

5. Write a caption and toggle sharing settings.

Now, you can add a caption, tag people (you can only tag someone if they also have an Instagram account), and add a location. Additionally, click the button beside Facebook or another linked social media account to share your image on that platform, as well. When you’re ready to publish, click “Share” in the top right.

how to upload an image to instagram: add caption

If you don’t want to use your app to post on Instagram, you can also do so from your computer. Learn how to post to Instagram from a Mac or PC here.

Upload an Image or Video to Your Stories

Instagram Stories is a feature that allows you to post videos or images that disappear after 24-hours. Instagram’s Stories feature is similar to Snapchat in terms of content — users often post more casual and candid videos and images, offering glimpses into their every day lives.

For instance, on your normal feed, you might post a heavily-edited picture of yourself and friends at a baseball game. But you might post a more candid video to your Story of the stadium singing “Sweet Caroline”.

To learn how to upload an image or video to your Stories, follow these steps:

1. Tap your profile picture in the upper left-hand corner.

Alternatively, swipe right on your feed or tap the “+” button in the top navigation bar.

how to upload a story to instagram: access the story camera

2. Capture or add your media.

Once you’re within the Stories feature, you can take a picture or video right from within the app. Alternatively, if you have an image saved to your phone that you’d like to use, you can choose it from your media library.

how to upload a story to instagram: capture media

3. Add stickers or filters.

On the left-hand side, you have a few different editing features.

The “Create” button lets you add a location, hashtag, time, date, and other fun images or emojis to your picture.

how to upload a story to instagram: add stickers and filters

The “Boomerang” option allows you to create a looping video. And the “Aa” icon is your text button. Once you click “Aa”, you have the option to change your font.

If you click the smiley face icon, you’ll see the following screen. Simply click on one of the icons to add them to your image. If you don’t like it, drag it to the bottom, and a trash can will appear so you can delete it.

how to upload a story to instagram: add poll

For instance, I clicked the smiley face icon to add a poll to my image. You can also swipe to the left or right to add filters to your photo or video.

4. Publish your Story.

Once you’re happy with your content, you can either click the white arrow icon in the bottom right, which allows you to share your Story with everyone who follows you, or select “Close Friends” first, so that only your close friends see it.

Then you’re done! Your Story is immediately live.

How to Follow on Instagram

It’s incredibly easy to find and follow users. Using Instagram’s search feature, you can find celebrities, brands, and friends. Additionally, you can search “Tags” or “Places”. “Tags” is particularly useful if you know what type of content you want to find, but you’re not sure who posts about it.

For instance, you might search “#familyrecipes” under tags — your results will include any images with that hashtag. As you peruse, you might find someone who posts content you really like, and you can choose to follow them so their content appears on your feed.

To follow someone, follow these three easy steps.

1. Click on the search icon at the bottom of your screen.

It looks like a magnifying glass and will be right next to the “Home” button.

how to follow on instagram: click the search icon

2. Next, type in a person, topic, or brand.

For this example, I searched “architecture.”

how to follow on instagram: view results

Instagram allows you to either search all posts that contain the word “architecture,” or “See all results” and see tags and places.

how to follow on instagram: browse through the results

3. Tap the account you’re interested in following.

Once you’re on someone else’s account, you’ll see a blue “Follow” button at the top. For public profiles, you can click and immediately begin following that account. However, if the profile is private, you may need to wait for them to accept you first.

how to follow on instagram: follow an account you like

And that’s it! You’re on your way to becoming a pro. To take your account to the next level, plan out your next posts using an array of content ideas and templates.

Using Instagram is Key for Growing Your Personal Brand

If you want to grow both professionally and personally, then using Instagram is more important than ever. You can start by observing first, then begin posting as you learn your way around the user interface. With over one billion users, Instagram is an extremely worthwhile social media platform to join — and it’s only set to keep growing as time goes on.

Editor’s note: This post was originally published in November 2018 and has been updated for comprehensiveness.

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Why We Are Always ‘Clicking to Buy’, According to Psychologists

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Why We Are Always 'Clicking to Buy', According to Psychologists

Amazon pillows.

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A deeper dive into data, personalization and Copilots

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A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

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Why The Sales Team Hates Your Leads (And How To Fix It)

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Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.

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via GIPHY

To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

1716755163 123 Why The Sales Team Hates Your Leads And How To1716755163 123 Why The Sales Team Hates Your Leads And How To

Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

1716755164 910 Why The Sales Team Hates Your Leads And How To1716755164 910 Why The Sales Team Hates Your Leads And How To

So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

1716755164 348 Why The Sales Team Hates Your Leads And How To1716755164 348 Why The Sales Team Hates Your Leads And How To

The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.


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