Jul 11, 20218:46 PM - edited Aug 12, 202110:39 AM
HubSpot Employee
What makes inbound sales different?
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 aims to keep the customer closer, educating, supporting, and guiding them to learn more about the company’s products, services, and processes, and how these will meet their needs.
I see that our sales department needs to be closer to our customers. It’s not just about the act of selling the product, but about understanding the customer’s pain points and frustrations, and engaging with their story.
We already use HubSpot's outbound pipeline, and it has been a success for our business. In terms of sales process, it’s working very well! We put a lot of effort into customer personalization.
Inbound says, in me, in us, me would be the individual or stakeholder we have identified from the identified company. And us, would be the entire company we are reaching out to and communicating with. This type of sale is personal to the identified; it says you matter and it's all about you, your problem, how we can provide a solution for it, and ensuring your satisfaction while still maintaining the relationship afterwards.
Inbound sales focuses on the personal side of sales. Understanding your prospects needs, their problem, and looking at them and their business as a person not just a prospect. Your job with inbound sales it to help the prospect come to the best solution for their issue, and sometimes this isn't your product.
Inbound sales prioritize understanding the buyer's needs, goals, and pain points. Traditional sales often focus more on selling a product, while inbound sales emphasize helping the buyer solve problems.
Inbound sales is understanding the customers problem and offering them a solution to that problem. You are making the customer feel as if you are doing them a favor by selling them the answer to their problem.
Inbound Sales, is the structure of a consultive sale, and also broadely applied by product owners of agile groups. Is more likely to be used for high complex solutions, and also to delivery digital based or softwares solutions. The person in charge is also strategic for his/her company, once can help to drive the investiments for products and services early demanded and for green field markets.
Inbound Sales, is the structure of a consultive sale, and also broadely applied by product owners of agile groups. Is more likely to be used for high complex solutions, and also to delivery digital based or softwares solutions. The person in charge is also strategic for his/her company, once can help to drive the investiments for products and services early demanded and for green field markets.
It's a way for buyers to feel heard and listened to. Not pushed into something they don't need. It's really about understanding their problem and trying to find a solution together. If your product is not a right fit, so be it.
Considering the evolution of sales and technology, what makes inbound sales unique is the fact that it's success draws potential to you. By adopting best practices in each phase of the inbound sales phases; from identifying, connecting, exploring to advicing the prospect.
What makes inbound sales different is that this strategy can be used regardelss of what company/industry you are working for. This takes a newer approach and makes sure the view of the customer is looked at so that you can better achieve your goal of providing a solution for them.
This is similar to how I do sales. The identifying part of this chapter was eye opening in some ways. It made me realize that I need to put more work in before reaching out to clients. Starting conversations while being aware of the issues of your clients beforehand helps you cut straight to the facts instead of expecting them to know what their struggles are.
Inbound sales represents a shift from traditional sales methods, emphasizing a more personalized, consultative approach. Instead of pushing products, it focuses on understanding and guiding prospects based on their unique journey. This is different from the more aggressive, transactional sales techniques I've encountered in the past, where the primary goal was closing deals quickly rather than building long-term relationships.
However, I’ve found that elements of inbound sales, such as understanding the customer's needs and offering tailored solutions, align with the best practices I’ve followed in successful sales interactions. What sets inbound apart is the structured approach to understanding the buyer's journey and the use of digital tools, like social media and CRM data, to provide a more helpful and customized experience.
It’s not entirely new, but inbound formalizes and enhances strategies I’ve seen work well in fostering trust and creating value for prospects. In many ways, it’s a refined version of relationship-focused selling with a strong emphasis on helping and educating.
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