If you want to learn more, check out this article: What is Marketing Automation?
Posted: Mon Jan 20, 2025 8:29 am
This next section is a little different because inbound sales is actually an important philosophy in sales, not just a strategy to follow when approaching potential customers. Let's start by explaining what inbound sales is. The unique thing about the inbound sales approach is that it is not based on the behavior of sellers, but on the process that buyers go through when purchasing and evaluating your product. Take a look at a typical buyer's journey in B2B sales, shown below.
The top row of stages illustrates the basic stages that a company goes through when making a buying decision, from becoming aware of the problem to actually looking for a solution to finally choosing a vendor. For inbound sales, you need to fully understand the entire buying process and every specific action that the customer must take to make a czech republic telegram number database decision. In relation to this, you will approach your customers differently depending on where they are in the buying process. For example, if the prospect is still “unaware of the problem,” then even if you try to market to them, they don’t feel that they have any needs, so they simply won’t listen to you and may reject you immediately, which will damage your relationship.
Conversely, for these cold prospects whose needs have not yet been realized, take a content marketing approach, send them helpful blogs, e-books, seminars on topics that interest them, and focus on nurturing the lead and gradually building their awareness. On the other hand, for prospects who have frequently visited your website, made inquiries, or voluntarily downloaded resources from your website in the past few months, you can assume that they are fairly hot prospects because they are actively looking for more information about your business or services. In this case, you can reach out to them directly, ask questions to assess their needs, and then try to schedule a meeting if the timing is right.
Typically, to start inbound sales, use marketing automation tools to track their behavior and get notified when your leads warm up and engage more with your website or content. In addition, marketing automation comes with email marketing features that allow you to easily send personalized and targeted emails to different audiences so that you can create a system to nurture cold leads.
Another key to doing inbound sales is to build an inside sales department. The role of inside sales is to qualify leads before passing them to online/field sales, who approach the prospect with the goal of scheduling a meeting. Inside sales will make the call and ask a series of insightful questions to understand each customer's pain points, then if they have clear needs and are looking for a solution, inside sales will pass this honed list to the main sales team, so they don't have to waste time calling prospects who aren't actually interested. By dividing the roles in this way, you can ensure a more efficient and smoother sales process.
The top row of stages illustrates the basic stages that a company goes through when making a buying decision, from becoming aware of the problem to actually looking for a solution to finally choosing a vendor. For inbound sales, you need to fully understand the entire buying process and every specific action that the customer must take to make a czech republic telegram number database decision. In relation to this, you will approach your customers differently depending on where they are in the buying process. For example, if the prospect is still “unaware of the problem,” then even if you try to market to them, they don’t feel that they have any needs, so they simply won’t listen to you and may reject you immediately, which will damage your relationship.
Conversely, for these cold prospects whose needs have not yet been realized, take a content marketing approach, send them helpful blogs, e-books, seminars on topics that interest them, and focus on nurturing the lead and gradually building their awareness. On the other hand, for prospects who have frequently visited your website, made inquiries, or voluntarily downloaded resources from your website in the past few months, you can assume that they are fairly hot prospects because they are actively looking for more information about your business or services. In this case, you can reach out to them directly, ask questions to assess their needs, and then try to schedule a meeting if the timing is right.
Typically, to start inbound sales, use marketing automation tools to track their behavior and get notified when your leads warm up and engage more with your website or content. In addition, marketing automation comes with email marketing features that allow you to easily send personalized and targeted emails to different audiences so that you can create a system to nurture cold leads.
Another key to doing inbound sales is to build an inside sales department. The role of inside sales is to qualify leads before passing them to online/field sales, who approach the prospect with the goal of scheduling a meeting. Inside sales will make the call and ask a series of insightful questions to understand each customer's pain points, then if they have clear needs and are looking for a solution, inside sales will pass this honed list to the main sales team, so they don't have to waste time calling prospects who aren't actually interested. By dividing the roles in this way, you can ensure a more efficient and smoother sales process.