jul 11, 20218:46 PM - editado ago 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 find that inbound sales aligns closely with the modern buyer’s behavior, especially since people now have access to so much information. Buyers are often already researching solutions online, so inbound sales leverages this by providing helpful, relevant content and engagement at the right stages of their journey. It’s less about “selling” and more about building relationships, which I think makes it a more sustainable and customer-focused approach.
actually the approach is the same as I was tought. As mentioned in my previous comments I wasn't working in sales before, but in customer support and purchasing. So I'm new in this area and happy to learn new things.
Inbound sales stands out because it targets individuals who are already interested in your product, instead of you trying to find them. Instead of pursuing customers, you let them come to you. The sales team’s role is to assist by responding to questions and providing solutions that meet the customer's needs.
To my understanding, Inbound Sales takes a more human and warm approach.
Instead of just trying to push a product it focuses on walking the potential customer through their whole process, from identifying a problem, need or challenge they might have up until offering a fitting solution they hopefully decide to go for in the end.
Inbound sales is about true customer satisfaction and the fulfilment of having helped the customer reached their goal or tackle their challenge, always tailoring the information and the experience to their own case and needs.
Inbound sales is all about aligning your approach to match the customer’s journey. Here's how I approach it, step by step:
Understand the Customer: Before making any moves, I invest time in studying the customer. This means understanding their background, current working methods, and whether those methods are effective or flawed. This research is crucial to build a strong foundation for the conversation.
Identify Problems and Pain Points: After understanding their situation, I dig deeper to identify the root causes of their challenges. I analyze what’s missing in their sales or marketing strategies and why they are facing these issues.
Analyze and Evaluate Solutions: Once I’ve pinpointed their problems, I assess whether I can offer a solution that truly fits their needs. This step is critical because time is valuable for both sides. If I can’t provide a meaningful solution, it’s better to guide them with knowledge rather than push for a sale. A bad fit could harm my reputation and cost me future referrals.
Collaborate and Communicate: I engage with the customer to explain how my solution works and how we can solve their problems together. Collaboration is key because their input and support are essential for success.
Present the Product: At this stage, I showcase my product, highlighting its key features and benefits that directly address their pain points. I focus on demonstrating how it’s different and more effective than their previous solutions.
Offer a Trial or Pilot: Rather than rushing them into a subscription, I believe in offering a trial or pilot. This allows them to experience the solution firsthand, reducing the stress of making a big decision. It also gives them the confidence to trust my platform.
Guide Best Practices: I don’t just hand over the product; I ensure they know how to use it effectively. Sharing best practices maximizes the value they get from the solution and ensures better results.
Prioritize After-Sales Support: For me, the sale doesn’t end with the purchase. After-sales support is the backbone of a lasting relationship. By providing exceptional post-sale experiences, I aim to create lifelong customers who not only stick with my solution but also refer me to others, expanding my network and impact.
This process may not be perfect, but it’s one I believe in deeply. It’s about more than closing a sale—it’s about building trust, delivering value, and fostering meaningful relationships. Inbound sales, to me, isn’t just a method; it’s a mindset.
Compared with traditional sales, inbound sales pays attention to getting familiar with your prospects, knowing their needs, and what kind of challenges or problems they want to solve. Then customize the products for them. Identifying your prospects and building a benign relationship with your targeted prospects.
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.
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