1. What is Inbound Sales?
Inbound Sales is a sales process that focuses on the Buyer Persona , our target customer and their problems, needs, goals and frustrations. Its objective is to attract business opportunities, qualify them and lead them through our sales funnel until they become customers.
It is a methodology that uses technological tools and valuable content to focus its efforts on the buyer, adapting the form and process to the stage and context in which they are located to guide them and help them find the product that truly responds to their needs.
2. What do Inbound Sales and Inbound Marketing have to do with each other?
Inbound Sales is a sales methodology that applies the principles of Inbound saudi arabia email list Marketing to the sales process, focusing on the needs of the user and seeking to attract potential clients through the relevant information that we offer them.
Thanks to Inbound Marketing, we provide the right content, at the right time, and to the ideal user. In this way, we guide the lead along the sales funnel until they are ready to make the purchase, thus ensuring that the user will be ready to buy when the seller contacts them.
Nowadays, sales have to become more and more human and personalized. It may seem strange that the process starts in a more digital and impersonal way through Inbound Marketing. However, to close a sale, trust with the buyer is required, which we achieve thanks to the Inbound Sales methodology, adapting our sales process to the purchasing process of our Buyer Persona.
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3. What is the Inbound Sales methodology process?
The strategy based on Inbound Sales is made up of 4 phases: Identify, connect, explore and advise. Screenshot 2020-06-15 at 13.48.06
Identify: During this stage, we identify users who fit our Buyer Persona and who could really become a business opportunity. A really useful tool for your sales team is LinkedIn's Sales Navigator. With it, you can prospect on the social network of professionals par excellence and discover valuable information about your prospects that will help the sales team provide the optimal content according to the phase of the sales funnel in which the contacts are. Download our Sales Navigator guide and discover its full potential.
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Connect: This is the stage in which the seller has the first contact with the user and qualifies each of them to establish which of these leads we can connect with and when. To do this, we must approach them with a personalized message, avoiding being too intrusive. Most of them are still in the discovery phase, so the content should be more TOFU (top of the funnel) to focus on educating the user, not selling to them.
Explore: At this stage of inbound sales, the salesperson obtains information about the prospect through an intelligent and casual conversation in which their real needs are identified. We must focus on their objectives, problems, challenges and concerns in order to offer them a solution that is best suited to all of them. The objective of this research is to be able to personalize the message and the offer based on the needs of each user.
Advising: In the last stage of the inbound sales process, the salesperson gathers and analyses the information obtained in the previous stages to make a proposal that covers all the needs and deficiencies that have been detected. They must make sure to structure their speech based on all the needs that they have detected in the potential client and offer them a solution adapted to all of them.
4. Advantages of the Inbound Sales methodology
Adopting the Inbound Sales methodology can mean a very profound change in companies, but the results are worth it. Adapting to the new way in which your potential clients consume can bring many advantages over the traditional sales methodology:
4.1. Identify the situation of your potential clients
Thanks to the Buyer Journey , we can know the lifetime of each phase of our potential client, in order to identify which stage each user is in and propose specific actions according to the point they are at, to finally know when they are ready to make the purchase and approach them, obtaining a higher sales closing ratio.
4.2. Act at the right time with the right message
Users do not want unknown companies to contact them to try to sell their products. We have to eliminate this intrusive way of approaching the user from our sales processes.
The user must have great confidence in the seller and consider him/her an advisor who will help them with their purchase. To achieve this, knowing the potential client will add a lot of value, since we understand their needs and concerns. With this, we can give the necessary information to the prospects to guide them through the sales funnel with personalized messages that cover the pain points we have detected until we contact them and close the sale.
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4.3. Greater team organization and efficiency
With the Inbound Sales methodology, the marketing and sales departments will be aligned in what is known as SMarketing, allowing them to join forces and meet objectives in a coordinated manner.
For inbound sales to be effective, we must rely on tools that allow us to adapt to the new ways of consumption that have changed thanks to technological advances. Thanks to these tools, we can streamline the strategy and activities of the sales team by automating certain tasks that will give us more time to dedicate to those in which the sales team can provide more value.
4.4. More satisfied customers
There is no better advertising than that offered by a satisfied customer with your product or service. With the Inbound Sales methodology, a flow of quality and personalized content is created that reinforces and strengthens the relationship with the customer.
From the first contact with the user, the seller advises and accompanies them at all times, offering content that resolves their concerns and helps them solve their problems. Thanks to this, a bond is created between the brand and the customer that increases engagement with the company and achieves customer loyalty.
If you want to adapt to the new needs of the market, you need to change the way your salespeople approach leads. You will achieve this with the Inbound Sales methodology.
Take advantage of all your marketing efforts and get to know your potential customers better to offer them exactly what they need and generate maximum trust throughout the entire purchasing process. At Connext , we can help you with the migration from traditional sales to Inbound Sales. Let's talk!