Inbound sales transforms sales to match the way people buy. It’s all about meeting prospects where they are and helping them move toward a purchasing decision. Is this different from the way you’re used to approaching sales, or have you been doing sales in this way but calling it something else? Leave your thoughts in the comments about how inbound sales is similar to or different from the way you’ve been doing sales.
Inbound sales adapts sales to the way people buy. It all comes down to meeting prospects where they are and assisting them in making a buying choice. Is this new from how you usually handle sales, or have you always done it this way but called it something else? Leave your views in the comments section on how inbound sales is similar to or different from the way outbound sales is done.
We are not new to inbound sales. We have set our company to be supportive our whomever we interact with. Educate and help solve a common problem related to our service offering.
This is a differente approach. I am in the process of starting my own company and wanted to get some more tools for my launch and is helping me move forward with a different sight.
Inbound sales is really the ultimate way in which sales and marketing can cooperate. Both sales and marketing efforts to attract customers in the right away, using different methods and approaches will ultimately lead to better sales and therefore to the growth of the company. I think involving sales reps in the marketing strategy, encouraging activity on Linkedin on company’s posts and promoting personal brands all contribute to a winning inbound sales strategy.
Being at a start up and newer to sales, this is a completely evolving process - courses like these are very useful in shaping not only my views, but our team’s views of how to do inbound. Thanks for the great content!
Inbound sales led the company to a new way to understand businesses. Because all the efforts everyone do are customer centered. And eventhough this is not something knew, when you are able to makethat everyone in the company is conscious about that you transform the way all collaborators see their work and how they approach to what they do. I think that is awesome!
I’m pretty new to sales but in the past I was taught transactional selling which is cold and not very personal. I always tried to incorporate the value selling approach because I’m a natural empath and I care about the needs of others. I also enjoy building and maintaing relationships with others which leads me to the point about learning the inbound sales technique. I believe this is method truly builds a solid foundation and can provide longevity in relationships if the proper steps are taken.
Inbound is highly personalized. You are spending time on the person and what is important to them. You are also positioning yourself as the expert and they are coming to you for your expert advise. The deeper your commitment to a succesful experience the deeper the connection will be. Even if the product ends up not being for them, the connection was so well done they want to keep you in mind for others in their circle. Brava!
It is about identifying the customer, finding and asking information on them, finding their problems or what they would like to improve and showing them the options for solving the problem, thus, leading to a purchase.
Inbound sales is a sales method that prioritizes the needs. Instead of focusing on closing the sale as soon as possible, inbound sales work to meet potential buyers where they are and then guide them to the solution.
I guess I have more of a question - I find that establishing a holistic inbound sales program seems like it might take a while to really get going - but I’m at a startup that needs to start making progress towards agressive sales goals now. Does anyone have any advice on navigating starting an inbound strategy while still meeting the sales needs that your company/team has today? I’m very curious about how to start this without having to wait months to build the program before bringing in new business… Maybe that’s short sighted, but in the end metrics = funding!
This is a very important question! I hope someone who has been in your situation weighs in, but here’s my take:
The literal “inbound” parts of inbound sales do take a long time to build--and you should build them, but they can take a few months to start paying off. However, the inbound philosophy of focusing on your prospects’ needs and treating them in a helpful, human, holistic way can be applied no matter what stage your sales process is in. Things like CGP, TCI, BA and personalized presentations will drive immediate results, even if you don’t have an inbound lead generation engine setup yet. The most important thing for a startup sales team to do is set a good precident for the way prospects are viewed and treated. Are they people with problems that you can help solve, or are they potential sources of revenue? In reality, they’re both, but if you focus on the people and problems, the revenue will come. If you think of them solely as potential revenue, they’ll feel that, and you’ll lose them. Worse, they’ll tell their friends that your team is full of pushy salespeople, and it’ll get harder for you to get appointments with people. But if your prospects have an excellent experience with your team, they’ll spread good will that will bring more prospects to you. And that, more than anything else, will help your company acquire customers and build revenue.
Very relevant and foundational topics. Building a solid ground and keeping your lanes straight provides that consistent experience, provides value in an ethical manner, and confidence in your product/service. If you are having geniune interactions with your customers, they will teach you everything you need to build an effective inbound.
Great question. This is the big fear for the consumer; something that might be quick to market, but don’t have the adequate tools or advisers in place. I’ve seen when businesses go to quickly too soon, they either fail to deliver, or the delivery is not up to the brand promise. If you do happen to move quickly and sell a lot TO THE RIGHT CLIENTS, then an experienced marketing agency with a STRONG SALES LEADER might be able to help you, but you will be paying big bucks for their support.
This is my 2 cents, and I hope it was helpful towards a real problem.