What makes inbound sales different?

[KyleJepson]

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.

*To learn more about this, check out the Inbound Sales Fundamentals lesson via HubSpot Academy. 

[raza1816]

In inbound sales, we focus on understanding the client’s mindset identifying their problems, often before they even articulate them. By researching their business and challenges, we can highlight those pain points and then propose practical solutions, showing exactly where our company can step in to add value and solve them effectively.

[Richies2]

Inbound sales emphasizes viewing the sales process from the buyer’s perspective. Its main goal is to understand the buyer’s challenges and determine whether your company can provide the right solution. This approach requires thorough research and preparation to ensure you can effectively meet the buyer’s needs.

[MustafaJ]

Inbound sales is a more authentic and human approach. It focuses on seeing the situation from the customer’s perspective and truly understanding their needs.

By identifying their challenges from both emotional and logical angles, we can offer more constructive and effective solutions. This not only helps our clients achieve better results but also increases overall efficiency and impact.

[DDerrow]

Hi Kyle,

The way I am used to approaching sales is very similar to this but I was calling the process something different. I have always put in a lot of work in the beginning of the sales cycle to get to know my customer in as much detail as possible. In a professional sense, I figure out why this issue is an issue for the customer, find out how long this has been an issue, and what their ideal timeline is for a resolution. Personally, I find out how long they have been personally dealing with the issue, where they are from, where they went to school, if they have kids, favorite sports teams, hobbies, etc. I am able to use the personal information I gather as way to increase the amount of touches (contacting the customer) I have with the customer. Using the personal touch followed by a professional question has helped me get customers from the beginning of the sales cycle to across the finish line as a happy customer. 

[BFenske]

Inbound sales focuses on looking through sales through the buyer's perspective the goal of inbound sales is to identify the buyer's problem and see if your company is fit to find the correct solution to help the buyer this involves intensive research and preperation to make sure you can best fit the buyers needs.

[YSari]

I don't think I've ever done anything similar with inbound sales. But I can conclude that the main strategy of inbound sales is that we, as salespeople, provide a better solution than the one the customer has.

[Dlauterbach0406]

Inbound sales is now different in that the internet has armed the public with information overload, where not all information is from a credible source, where people have spent the last few decades adopting an instant gratification and disposable mindset.  They have also had decades of sales people that scammed the public they have been able to learn about more, thanks partly to technology connecting us all better, so now there is a lot of mistrust of salespersons.  Establishing credibillity and portraying sincerity to help regardless of a sale is the new technique.  By the time a prospect calls you, and become an inbound lead, they have already passed through the first stage of sales (Awareness) and are in the second stage (Consideration) where they are prioritizing addressing it.  The salesperson is at the disadvantage, thanks to tech, to try to secure the sale as fast as possible due to buyer mindset, need, and the fact there are thousands (if not more) people online the potential buyer can connect with to make the sale if you do not close.  Because of this, there has to be a balance of qualifying the lead and closing a sale fast, yet not making the buyer feel rushed and like you only care about the sale.  The buyer knows the primary reason of the job the seller does is sales, not becoming personally invested in a stranger's business yet we need to make them feel as if we do by showing sincerity of care.  Inbound sales has to do with selling yourself as much, if not more than, the product or service itself.  People want to buy, which is why they reach out, but they don't want to feel sold by being taken advantage of for the sake of the sale.  It is more important now, in this modern day, than every before to make human, personal connections with others.  Sell yourself firsst, your company second, and the product or service last.  The customer can easily find another provider, likely a cheaper one too doing the same thing, so the point is to let them know they are not a number to you but a person and goals that you care about seeing succeed that you are going to work hard to help them meet those goals for and that is what sets you apart from others.  Their priorities are yours too.

[RBertelle]

Inbound sale focuses on consumer behaviour, placing the individual and their needs at the centre of the commercial process and making them the key to success. This is a crucial aspect of the sales process, especially in the education sector, where I work.

[GKhoza]

Inbound sales has now more to do with problem-solving and helping a buyer identify the need to find a solution. As a sales rep, building trust and discovering more about their current challenges makes inbound sales different.

[M143]

i think inbound now is globally lesson couse im a person who life one of east afica and i hop my prodect will reach asia or europe using inbound sale . this strategy make me well rducated person rather than before.

[CBlanchard2]

Inbound takes what makes a tradititonal salesperson and makes them aware of the situation Buyers are finding themselves in, adding in trust and connection that is not there in a traditional route, only that a product is trying to be a solution.

[JWard91]

Inbound sales in my industry truly begins with connection, So this inbound sales flow does not seem foreign to me. However, making focused effort on each phase and knowing the phases you are in during an inbound sales situation is what I'm finding is really important.

[Mnalam]

We have been using this concept throughout our journey but not with his specific term Inbound Sales... As it is concept that is focused on buyers behavior rather than the sellers objectives, There are many new steps and approaches that any sale person can learn and trive in result.. Inbound sale is rather socializing, Networking, building relations, Becoming Mentor of the potential buyers and be reliable seller...

[MMwenda]

 Organic business orientated mind

[FLacerda]

What makes inbound sales different?

Inbound sales is all about the connection between the buyers and the salesperson. It’s about building trust, understanding their problems, and offering solutions they may not have considered yet. It’s not just about selling a product, but about helping businesses thrive.

[HarshadKopurwar]

as per the sales approach we are following till is getting leads through references, and website visits, follwoed by calls, visit, demo, getting customers exact requirements and providing solution to it.

it is somewhat similar to inbound sales only main difference is about approaching the buyer well before the decision stage. 

[CadieAnhNguyen]

Instead of pushing products, it’s more about understanding the buyer’s needs and guiding them step by step. I haven’t practiced sales professionally yet, but this approach seems more natural and customer-focused compared to older methods that felt more like persuasion.

[HarshadKopurwar]

Yes. We should provide solution to their problem rather than just selling the product. 

[Karthi]

Helping clients by listening to their probelms and keeping customer in front and giving them a solution

[Bosede]

Inbound sales puts the customer in control. Customers initiate contact with the company, rather than the company pushing products or services on them.

[NgoziO]

Before now, I use the inbound sales strategy when the buyer comes to me and use Company sales process when reaching out to the buyer first.