When a prospect is considered an inbound lead, there's a natural inclination to treat them differently than prospects that are identified and cultivated by individual salespeople. This is especially true for industries that still rely heavily on cold calling. While the chances are greater that an inbound lead will close faster than an outbound lead, that does not mean they're ready to purchase. Pinging them with new messages, filling their emails with offers, and bombarding them with LinkedIn notifications will only scare them away.
A rapid response is important. It's never too soon to connect with an inbound lead, but how many times should you follow up with an inbound lead before calling it quits? The short answer is: as many times as it takes. The longer answer requires an explanation.