I just finished the "Why Inbound sales" video, a nice one with quite a lot of questions involved to understand the buyer's journey. Can someone please share with me their experience in applying or implementing the question shared in the course at work, how you applied it or went about applying it?
I can tell you how we've implemented inbound sales at Pinetco; I hope this will answer your question. If not feel free to ask 🙂
Since inbound sales focuses on understanding the buyer's journey and aligning the sales process with how modern customers research and make purchasing decisions, one of our key way to apply this approach is asking discovery questions. The goal in doing so is to understand the prospect's needs, challenges, and objectives. Such thoughtful questions are for example: "What specific problems are you trying to solve?", "What have you tried so far to address this issue?", "What would success look like for you in 6-12 months?" These types of questions help uncover pain points and frame our solution as the answer to their specific needs.
A second key way to implement inbound sales at Pinetco has been to provide value before pitching. Instead of immediately pushing for a sale, we rather focus on educating prospects and offering helpful resources. This includes offering a free HubSpot or website audit or a free consultation / product demo as well as sharing relevant blog posts, ebooks, or case studies and providing industry insights or benchmarking data. Our goal here is to position ourselves as trusted advisors rather than just salespersons and therefore build credibility and rapport.
We also highly recommend to personalize communication, i.e. to tailor your outreach and follow-ups based on the prospect's behavior and interests. For instance, we tend to reference specific content they've engaged with on our website, mention common connections or shared experiences and of course customize our pitch to address their unique pain points. In our opinion, this personalized approach is absolutely crucial to show you've done your homework and understand their needs.
Last but not least, we use HubSpot technology to track the Buyer's Journey. HubSpot has some great CRM and automation tools which let us monitor prospect interactions with our website and content, score leads based on engagement and fit as well as trigger timely follow-ups based on prospect actions. This data-driven approach helps us engage prospects at the right time with the right message.
So here you are: These principles are fundamental to inbound sales and can be applied across various industries and organizations. The key is to focus on the prospect's needs and provide value throughout the sales process, rather than simply pushing for a quick close.
Let me know if you have any questions!
Best regards
Adriane
Adriane Grunenberg HubSpot Automation and Digital Analytics Expert
congrats on finishing the course @O_Promise, it's been a little bit since I've taken this course and likely the case for many others - can you share the specific question you're referring to?
If my reply answered your question please mark it as a solution to make it easier for others to find.