A plan that adds a new sales channel usually starts with one sentence: inbound has run out. It sounds like a fact. It is a claim, and it is worth testing before the plan is underwritten.
Start with what was tried
If demand has really run out, the company will have tried to grow it. Ask what was done in the last 12 months, who owned it, and what the result was. A thin answer tells you the channel was never pushed, not that it is exhausted.
What have you done in the last 12 months to grow inbound, and what happened?
What a good answer sounds like
- Specific changes, such as new content, new pricing pages or new partners.
- A named owner for each change.
- A before-and-after view of leads, not a general sense that it “did not work”.
A good answer gives you something to test. A vague one gives you a reason to slow the plan down.