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.
i think its all about the relation you create with the buyer, the trust, the knowledge you bring in to the table, i think inbound sales are a more fluid sale.
I am a second year master International Trade student and I don't have a big expertise in sales but as far as I am concerned and depending on the pieces of information HubSpot Academy provided me Inbound sales is different from the classic way sales are done because it's a client concentrated approach where they have more power than the seller. So the sales process is more personnalized.
Inbound sales can help the customer feel comfortable to confide in you in regards to business concerns or their needs in regards to the sale. This is what most customers want. They want to be able to express what they need and listen to the offers we provide for that need.
If a buyer can already make a purchase decision without you as a salesperson, then there's not much you can do. They have already identified their problems, done their research, understood all options, and made a decision for themselves. If they have difficulty in those steps, a salesperson will be there to guide them through them. That will include understanding the prospects' unique problem, providing consultation, and tailoring consultation that generic information couldn't do. So the goal is not to sell your product but to help your prospects solve their problem.
Inbound sales focuses heavily on building relationships with clients rather than being purely transactional. The core idea is to prioritize the client’s needs, goals, and challenges, guiding them through a personalized buying journey. This approach fosters trust and long-term loyalty rather than just making a quick sale.
The inbound journey is to teach the buyer the problem/challenge they might or might not be aware about and take them through how this problem should be of their prioritity, while the focus tailored to their business context. This helps the customer to look into the solution and move to making a decision in the buying context. Teach-Tailor-Take Control (The challenger sale theory)
Inbound sales is focusing on the buyers journey and making it easier for buyers to come to a decision. It is not like old times when sales are not flooded with information you can get online. Making it very dense and difficult for people to come to a conclusion on what they want. Inbound sales makes it clear for buyers to come to a decision
The approach is more tailored to the prospects specific needs and challenges. It is straight to the point that matters to them and weeds out all the extra stuff they either already know or things that they don't care about or doesn't apply to them. Tailoring your approach to be specific to them personally betters your chances at actually holding their attention. The outdated sales approach in the age of rapidly available information and social media sets you up to lose the interest of your buyer and waste both yours and their time.
Inbound sales stand apart from traditional sales by transforming how potential customers are attracted, engaged, and converted. Rather than depending on cold calls or pushy tactics, inbound sales prioritize delivering genuine value. This approach fosters meaningful relationships through informative content, engaging education, and tailored interactions, making potential customers feel valued and understood.
I think inbond sales is more like a personalized plan, I think it is very important to know the product I am selling and based on what they need to educate and advice the best option.
After looking at the learning, it looks like I am implementing some of these processes associated with inbound sales in my sales process. However, it did give me a proper framework as to how it's done. I am quite excited about this prospect.
It's about focusing on the specific client needs, problems, and journey, and guide them to a point where they can make an informed decision to buy your product
Most importantly after defining active buyers you're finding the solution to the prospects problem and working entirely around it, not trying to sell your product, but the answears to their exact needs.
Inbound sales puts the buyer as the focus of the interaction; not the seller and not even the product. It also empowers the buyer to make a decision that best serves them.
Inbound Sales creates a trust between the buyer and the seller as the seller remains with buyer throughout the journey of the sales process. It is a more transparent and effective way of selling your enterprise solution to the customers who needs the most.
Its like finding how difficult does a customer have while choosing a product and giving the right kind of solution where they must be trustworthy and satisfied
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