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. 

[MBramer]

I am new to sales.   However, I really like this approach on sales as it seems a lot different and more realistic than the old traditional way of sales.  

[JGalindoYallico]

It's great to hear that you're embracing this modern approach to sales! This method, which focuses on understanding and addressing the buyer's challenges and goals, feels much more realistic and aligned with today's customer-centric market. Unlike traditional sales techniques that often push products onto customers, this approach fosters trust and builds relationships by genuinely helping buyers solve their problems. It's a refreshing and effective way to connect with clients and create lasting value

[GSilva13]

Inbound sales differ from traditional sales by focusing on attracting and engaging customers through valuable, educational content and personalized interactions. Instead of pushing products, inbound sales representatives prioritize understanding and solving the buyer's unique needs and challenges, creating a customer-centric experience. This approach relies heavily on the synergy between sales and inbound marketing strategies, utilizing content such as blogs, webinars, and social media to draw in potential customers who are already interested in the solutions offered.

[belindalai]

I thought about this in the context of my old job selling underwear at Calvin Klein:

*Inbound sales*

Girl walks in and browses the underwear section, unsure of what (or what not) to buy. I say hello, offer to help, then ask her a few questions and find that she experiences discomfort because her current underwear doesn't absorb moisture well. I then walk her to our underwear range that's made with materials to alleviate this pain. I help her pick out the ones she likes which she then happily buys.

*Other sales*

Girl's boyfriend got dragged into the store and is roaming around bored out of his mind. I tell him that men's accessories are 70% off and that I think this belt looks cool. He probably has enough belts at home already, but he buys this belt anyway hoping that this particular one will make him look cool in front of his girlfriend (plus he's getting a good deal out of it). Whether it indeed makes him look cool is subjective, and his girlfriend may or may not care whether he looks cool.

[NEmmanuel0]

Hi Belindalai,

thank you very much for this practical il illustration of inbound vs other sales. It's helped me to under the concept even better

[RuthCarey]

Inbound Sales is about meeting your customer where they are at in any given moment. 

Perhaps they are not even sure what their problem is; perhaps they do know what their problem is and they are committed to changing it. Wherever they are, is where you as a sales rep need to step up and meet them. 

We are here to listen & empathize with the customer. What problems are they facing? How can you as an SDR help them get the information they need? How do you tailor your conversation so that it isn't a verbatim script , but they feel that connection from you - that you GET it. 

Not all customers are going to be a perfect fit for your product, but as a sales rep its your job to find if they are a good fit for you, and more important, are we a good fit for them . 

[AAldanaJaimes]

You can have a genuine connection with buyers. Buyers could feel that we're not trying to get their money, we want to provide value. 

[AHero]

Offers a more empthy based sales approach to the prospect instead of the normal sales approach that might be a little more intense 

[JBenjamin0]

YES

[MKinal]

My team has been taking an inbound sales approach, especially based on the sector's we're working across as generalists and the unique nature of our pilot project. I've often heard this approach referred to as "relationship-based sales" and am curious how similar/different this is from the approaches outlined in this module. 

[Mongi]

From a prospect perspective, inbound sales offers the empathetic help and the confort of a 'free' consultation on top of the product. In my experience, the emotional value of the consultative/supportive approach during inbound sales is some times the real deal closer. 

[BWhitfield5]

I would say inbound sales is different from the way I usually did sales and the way I have seen it done due to it being interpersonal. I see most sales as all about urgency and getting the close but inbound sales seems more about build a long lasting customer instead of a short term money grab

[Kawish2000]

Inbound sales differentiates itself from traditional sales methodologies by placing a strong emphasis on the customer's needs, preferences, and journey. Unlike traditional sales approaches that often prioritize pushing products or services onto potential buyers, inbound sales focuses on building meaningful relationships and providing value at every stage of the sales process. Inbound sales representatives act as trusted advisors, educating prospects, addressing their pain points, and guiding them towards solutions that best fit their needs. This approach is personalized, consultative, and integrated with marketing efforts, resulting in a more customer-centric and effective sales process that fosters long-term customer loyalty and satisfaction.

[ABankole8]

I love this approach and it's way different from the traditional way of doing sales 

[OCQuin]

Inbound sales is the most appropiated  way to use to connect with the buyers needs and expectations, to taylor your solution with what they are looking for.

[PMoignard]

Inbound sales differ from traditional sales by focusing on attracting and engaging potential customers through valuable content and personalized interactions.

[RDabholkar]

Inbound Sales is a strategic move in the evolving and growing world of technology where the buyer is at par with the seller and with a inbound sales strategic approach, closing a deal or identifying an activer buyer becomes more beneficial.

[DBaker00]

Consultative sales is such a better approach for both buyers and sellers. Really a true win/win strategy

[arzenatangan]

What makes inbound sales different?

It's the desire to help people and make a big impact on their lives by helping them with the product that you're selling. 

[DBaker00]

I really like this approach. It's a prospect-first mentality that allows you to build trust with prospects when you meet them where they are. This trust is a great way to create added value. 

[tjones]

For me, the major difference is pushing vs helping.  Instead of trying to push a product or service on someone, you are listening for a way to help them.  This includes how you structure their buying experience.

It's focusing on what matters to them over what matters to us.  It's the guide, not the sleazy salesperson just trying to close a deal.

That's what makes it different for me personally.