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.
the main difference, in my opinion, is that the prospect or buyer already has an interest, already knows briefly what the product may offer. This situation allows to go faster and deepen in attention to buyers.
Inbound sales is about creating a connection and building trust so that you client will allow you to guide them to the product that works best for them.
Never thought of the term "inbound sales", but I think this is what I've been doing more or less. Focusing on the buyer's painpoints, rather than convincing them that they "need" what you are selling.
Inbound sales are different because the whole goal of inbound sales is to provide a human and holistic experience. Today, we find a lot of shopping and sales are done online with a few clicks, inbound sales are about developing a relationship with the customer that you are selling to and understanding how you fit into their solution of their problem. As an inbound salesperson, it is our job not just to lay the product out there for the right customer to find but to research which customers we believe we can help along with finding solutions to customers' problems while developing a relationship with those customers and providing a good customer service experience.
Being able to connect with the client, understand their needs and demonstrate how you can help them grow/what problems you can help them solve, makes inbound sales different.
This course is an expose. I have been in sales for 11years now but just hearing the word inbound sales from the course even though i have been using some of the strategy.
I remembered telling a fellow sales colleague never to sell any product from their own need to wanting to close a sale but rather selling a proudct from the need of the client
Provide the customer with a helpful and human experience that leads to a buy that satisfies the needs and solves the problem they had in the first place.
Excelent CBarros, I agree with your comment, if the salespeople provide a human experience, the customer solves differents problemas and leads to buy evething
Inmy expience with Inbound Sales I always tried in the first moment understand with the lead is qualified. If they are the next part in the conversation is gather information to undertand with is the biggest problem to that lead, what led him to look for a solution. With this informations we make a personalized presentations and show our product to him.
I worked in sales a long time ago but stopped because at the time the approach was to "go after" clients, which were obviously not interested. It was a stressful process for me and for the company.
I love the fact that the internet has changed the dynamics, the approach is more collaborative and if the customer expresses he's not interested, you don't try to "convince" them. That honestly was just a waste of resources.
I think Inbound Sales gives a name to a sales performance that people have been striving for over the past two decades. Any quality salesperson in the 21st century understands that a personalized conversation stripped of the unnecessary (and likely boring to the buyer) components makes a bigger impact. However, I think it has been challenging even for high-quality salespeople over the past two decades to truly exhibit the inbound methodology in each interaction with a lead or customer. Now, with HubSpot's sales software and extensive educational materials available online through HubSpot Academy and other reliable sources (such as LinkedIn), it is less challenging to actually execute the inbound methodology.
Looking back on my time in my previous position, as a Client Services Analyst, when I would assist in sales presetations I was attempting to execute aspects of the inbound methodology. I would always do research beforehand, understand any notes that had been taken on the goals and challenges of the contact, and tailor my talking points in the presentation accordingly. I didn't know at the time that I was executing parts of the inbound methodology. Now, moving forward in my role as a Growth Specialist (BDR), I am excited to consciously execute all aspects of the inbound methodology with my assigned leads.
Inbound sales has significantly differentiated the winners in the high-ticket sales, such as real estate or financial advisory industry. I appreciate this methodology helps filtering out less quality leads so that sales can be more productive in terms of reaching out more potential buyers and closing deals.
Inbound sales takes a way more personalized approach. Taking the time to understand a prospects needs and pains takes time, but it's worth it in the long run.
Instead of immediately delivering an elevator pitch right away, we need to be able to identify the pain points of the PNC's operation first. This establishes trust. Once you identify the issue you then need to tailor the service your company offers to elevate that pain.
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