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What is Inbound Sales?
Sales have changed. Gone are the days of cold calling and forcing content on your prospects through all channels.
Generates confidence
All buyers are unique
Understanding where your customer is on their buying journey and building trust with them is critical today. But to do so, you must show a genuine interest in helping to meet their needs.
Inbound Sales is a more personalized and helpful form of selling that focuses on individual buyers and their needs, frustrations and goals. It's a consultative style of approaching and advising your customers, without imposing content (and individual agendas) and instead providing them with the information they need to complete their buying decision.
It's time to reinvent yourself
The power in the buying and selling process has changed
Your buyer is using the internet to research your business. Are they using the internet to research your prospects?
Every call your team makes should be a hot call, backed up by research it has pulled from the Internet and your CRM. If not, you're stuck in the past and you're going to fail.
Personalized shopping experience
Why and how to implement
Inbound Sales?
Buyers are no longer dependent on a salesperson to make a buying decision. There is a lot of advertising and information available on the Internet that can be overwhelming for your potential customers. The modern buyer expects personalized attention and 24/7 access.
There are four key steps to implementing an inbound sales process:
At this stage, your potential buyer is probably already in the discovery stage of his journey. You will need to prioritize active rather than passive buyers. Have they visited your website recently or opened one of your emails? If so, they're a suitable customer and are ready for further engagement. Have they submitted their contact information through a form on your site? That makes them a qualified marketing prospect (or MQL).
Now is the time to connect with your qualified marketing (or MQL) prospects. Is the problem facing your potential customer something you want to address or ignore? If they want to solve it, they are a qualified sales prospect (or MQL). Send them customized content at this stage that creates value with the challenges they face. This will support you in building the confidence to hold the exploratory meeting.
In the Exploration stage, salespeople will delve into the objectives, challenges and weaknesses of qualified prospects and how best to serve them. Focus on the challenges they face and connect their objectives to these challenges. Ask about their budget and share plans on how your solution can help achieve these objectives while taking into account their deadlines.
This is where "selling", as we usually think, comes back into play. Now is the time to advise your potential client with the solutions your company offers to meet their challenge. Provide a complete summary of what you have learned about them, their objectives and their challenges. It shows exactly how your product or service will benefit them and confirms the budget, decision makers and their schedule once again.
Do you know what you're investing in
the time of your sales team?
Your sales reps only uses
27% of sales reps use
Sales Managers use less than
Modern Sales Process
Sales Enablement
With a good sales enablement program, you can:
You have a high level of understanding of which reports are relevant to your business, but do you have the technology to create them?
Standardizes the most frequently used reports such as leads generated, product demonstrations performed and activities recorded by vendors such as appointments, notes, emails or calls.
After a content audit to determine where and how much high-quality sales content you have on your site, you can organize it into a content library for easy access by your team. Create case studies from your CRM data and create email templates to dramatically increase the productivity of your sales team.
Many processes that used to be manual can be automated for the modern seller, allowing them to sell better and faster. Create email sequences to continuously interact with potential customers, without sending dozens of follow-up emails per day.
Enable personalized live chat messages to interact and close contacts in real time, and add filter criteria to interact only with high-quality leads so your team can focus their time on quality leads.
With the right experience
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Schedule a session to define the best strategy to achieve your business goals.
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