What Are Inbound Sales?

inbound marketing has changed the way we
understand sales instead of going after
potential customers to try to convince
them to buy now the customer is at the
center and we must always be providing
valuable content that matches the stage
of the buyer's Journey that they are in
at the moment four Brands inbound sales
is an excellent opportunity to
strengthen relationships with customers
but what is inbound sales exactly how
does it work what advantages can it
bring to your company in this video
we'll solve all of these questions let's
dive into it
first of all what is inbound sales
inbound sales consists of convincing
potential customers to buy a Brand's
product or Services instead of going
after customers with traditional
advertising or outbound marketing
techniques the inbound methodology
focuses on attracting them with valuable
content this strategy can be adopted for
both B2B and b2c companies do you want
to know a little bit more about this
strategy these are the main
characteristics of inbound sales inbound
sales consists of a series of marketing
actions that guide potential customers
down the conversion funnel in order to
make a sale it is based on customers
seeking answers to questions normally
the potential customer is looking for
information about a specific problem
therefore the brand has to be available
to answer those questions inbound sales
requires guidance in addition to
offering informative content as part of
its digital marketing strategy Brands
must also be able to offer personalized
guidance to users based on their needs
it provides reassurance the inbound
methodology relies on customer insight
and personalization if you're able to
demonstrate that you know the need needs
of your potential customers and can
adapt to them you will gain their trust
finally inbound sales improves results
the inbound sales methodology when
applied correctly results in shorter
sales cycles and better conversion rates
if you are wondering what is the role of
marketers with this strategy here's the
answer in outbound sales A salesperson
would actively seek out the customer and
try to persuade him or her with a sales
pitch this model still exists but it
lacks consumer confidence the focus has
shifted from the salesperson to the
buyer who conducts their own research
and makes buying decisions independently
so now the sales person must be able to
accompany and advise customers along
this path without pressuring them or
putting the sales pitch ahead of the
customer's needs now that it's more
clear how this works let's see some
benefits of using inbound sales
marketing and sales teams have an easy
way to communicate and integrate all
customer information in one place so
when a lead is ready it can be passed
directly from the marketing team to the
sales team there's much more information
available about each contact including
their interests needs actions taken on
the Brand's channels and more this
allows you to adapt the sales process to
offer more personalized solutions that
lead to more conversions marketing
automation allows you to automate many
of these sales processes such as lead
tracking and email marketing this frees
up the team's time and energy to focus
on strategy and creativity it provides
much more information about customers
and their actions it gives you much
greater visibility of your database
including consumer profiles interests
their Journey Through the phases of the
buying process and what actions they
perform on your website so you can
optimize your marketing budget to the
maximum it results in a more organized
and efficient team by having all the
information centralized in one place the
different team members can work more
fluidly especially between marketing and
sales teams anaphase facilitates
optimization you will have a large
amount of data about users that allows
you to personalize your interactions
with them if you need some information
about the methodology of inbound sales
and how the sales funnel Works don't
worry let's take a look at it one
identify at this stage the objective is
to find users who fit your company's
buyer Persona and have started to
research something related to your
Brand's product or service
in other words they are in the process
of searching for information your first
objective in this phase is to be visible
for the user once this is achieved you
have to implement a series of digital
marketing strategies to convert visitors
into sales opportunities and leads two
connect at this stage the potential
customer has left you their data and has
become a lead or sales opportunity but
not all leads are the same therefore you
must be able to classify leads to
distinguish qualified sales
opportunities this can be done by
applying a lead scoring algorithm which
assigns a score to each lead based on
its characteristics and the sage of the
customer Journey they're in three
explore in this step you have a
qualified sales opportunity and your
goal is to accompany it until it's ready
to convert at this point Your Role is to
explore the prospects needs and pain
points through a series of interactions
within them the goal is to increase
interest in the brand and how much
information you have about them so that
you can offer solution that really fits
their needs four consult in this last
phase the goal is to convert leads into
customers to do this you must offer a
solution adapted to the appropriate
context and the customer needs whether
the sale is closed or not information
about the entire customer Journey will
be recorded in the CRM so you can use it
to further optimize your inbound
strategy I hope you found all of this
information useful if you want to
discover successful examples of inbound
marketing strategies watch the videos on
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