Inbound Sales

The inbound sales approach is different from the traditional sales approach. It does not focus on selling as much as possible but on the customer itself. In inbound sales the aim is to add value to the process that customers go through to find the desired solution for their problem.

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Inbound Sales

What is inbound sales?

nbound sales is a sales approach that adapts to the buyer journey. It is about aligning the entire sales method to the customer and what they need.

For that reason it is important for the sales team to get to know their customer. You might think of questions such as:

What are their interests?
What problems do they experience?
What triggers the problem?
How would they like to see the problem solved?
Which media channels do they use?

By conducting research, extracting information from your CRM, and engaging with your potential customers you collect crucial information. Information that can help you fulfill the needs of your customer.

From customer to promoter

The inbound philosophy is about helping and informing potential and existing customers in a human way. If they are well supported and satisfied with your product or service they can function as promoters for your company. This is very important, because positive word of mouth can enthuse people and encourage them to engage with your business.

The downside is that negative word of mouth can prevent people from buying your product or service. It is therefore very important that you as a sales team are ready for your customer and offer what they need.

Flywheel

In the flywheel, which was created by HubSpot, you can see that sales are supplemented and supported by marketing and service. The three teams must ensure that customers receive the right content and service at the moment they need it. This only proceeds smoothly if the teams complement each other and reinforce where necessary.

In this way your organisation is capable of providing customers with all the information they think they need to make an informed decision. When this is the case a customer can choose a product or service they believe in and have confidence in.