What Is Inbound Sales?
Sales continues to evolve as consumer behaviors change. Outbound, disruptive selling doesn’t work in the buyer-centric digital world.
So what does work in the current business world? It all comes down to inbound sales.
What Does Inbound Mean?
In its simplest terms, inbound is a methodology that attracts, engages, and delights people to drive business growth. It applies to marketing, customer service, and sales.
Applying the Inbound Methodology in Sales
The inbound sales methodology prioritizes buyers and focuses on their pain points, goals, needs, and interests first. Shifting to this methodology is important for many reasons.
Internally, your company enjoys many benefits.
- It aligns marketing and sales in a more effective way.
- It streamlines lead handoffs between marketing and sales.
- It helps your team better systemize sales processes.
With inbound sales strategies, you can also yield benefits on an external level.
- Buyers are more prepared to enter your sales funnel voluntarily.
- You deliver a personalized buying experience, making buyers feel more understood.
- Your authority and credibility is established and maintained, yielding more customers and improving retention.
As you can see, there is a big difference between inbound and outbound.
Inbound vs. Outbound Sales
Outbound sales is focused on you, the seller. It consists of cold outreach and typically gives the seller the power. This neglects the buyer, ignoring their unique needs and goals.
Common outbound sales tactics include:
- Cold calling
- Product-focused messaging
- Borderline deal setting
- Trade shows
Inbound sales, on the other hand, is buyer-centric, where you can start selling to people who are already interested in your products or services.
Commonly used inbound sales tactics include:
- Discovery calls
- Warm outreach
- Active listening
- Live chat tools
- Personalized presentations
To build an impactful sales strategy, you first need to know what the inbound sales methodology consists of.
Phases of the Inbound Sales Methodology
There are four stages of the inbound sales methodology that align perfectly with the buyer’s journey.
The four stages include:
This is when you identify leads who can be considered strong sales opportunities.
At this point, you know who your qualified leads are, so your sales team can reach out to start helping them identify challenges and goals they need to address.
Now, you can work with opportunities who are interested in working with you. Your sales team can start asking questions and engaging in conversations to determine how to best help the lead.
In the final stage, you establish yourself as a trusted advisor and show them how your products or services are the right fit and can best help them address their problems.
By understanding the stages of inbound sales, you and your team can move the prospective buyer through the buyer’s journey in an engaging way that suits their preferences.