Advantages of the Inbound Sales methodology
Posted: Sat Dec 14, 2024 8:22 am
Inbound Sales is a sales methodology that applies the principles of Inbound 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 email list franceof our Buyer Persona.
relationship-marketing-inbound-marketing-blog
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.
P_Guide_Sales_Navigator
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.
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 email list franceof our Buyer Persona.
relationship-marketing-inbound-marketing-blog
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.
P_Guide_Sales_Navigator
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.