Inbound Sales Methodology
Leads find you, learn about your offerings, and are then nurtured along a journey that takes them from unqualified, non-buying visitors on your site to becoming leads. Leads become opportunities, which can ultimately become customers.
Inbound sales organizations use a sales process that is personalized, helpful, and focuses directly on prospects’ pain points throughout their buyer’s journey.
In inbound sales, buyers go through traditional sellers three key phases: awareness, consideration, and decision . As buyers go through these three phases, sales teams go through four different actions that will help them nurture qualified leads into opportunities and eventually customers: identify, connect, explore, and advise.
When we compare traditional salespeople to inbound salespeople
we see that traditional salespeople fail in many areas. Finding qualified leads is one of the biggest challenges for traditional salespeople, often due to the lack of technology, such as a CRM , that supports them in their daily activities. They don’t know which buyers are active in a buying process, so they end up sending cold emails with generic pitches that have no impact on their prospects.
Traditional salespeople also jump into presentation afghanistan telemarketing or demo mode too early and fail to build trust by engaging with buyers throughout their buying process. A better solution is to use an inbound sales methodology. Inbound sales organizations nurture qualified leads until they become customers by following the inbound sales methodology: identify, connect, explore, and advise. With this method, sales teams can track the buying stage of their leads and customize their interactions based on each buyer’s needs and pain points so they can increase their chances of closing more deals.
Traditional sellers
- They don’t know which buyers are active in a purchasing process.
- They use cold contact with a generic pitch to qualify within budget
- They go into presentation mode when a content marketing roi – how to prove it? buyer expresses interest
- They always make the same presentation and offer discounts to motivate buyers to buy according to their sales goals.
- They submit commercial proposals mobile number list early or with poor qualification.
Inbound Sellers
- They give priority to active buyers in a purchasing process.
- They build trust by participating in online conversations and leading with personalized messages and advice.
- They go into exploration mode when a buyer expresses interest
- They customize the presentation to each buyer and adjust the sales process to the buyer’s timeline.