What is Inbound Sales and Why is it Important?

What is Inbound Sales and Why is it Important?

January 14, 2020 3 By Luis Garrison


In this video I’m going to explain exactly what inbound sales is and why inbound sales is important to your company That’s right, it’s your boy George B Thomas we’re Impulse creative back with another episode of What is like what you see want to keep learning more? well Then make sure you subscribe to our Channel and hit that bell as well for instant Notifications plus give us a couple of thumbs up like the video make sure you stick around to the end of this video I’m gonna share with you four ways That’s right. Four ways that you can leverage an inbound sales strategy for your company today So today’s topic is inbound sales Let’s start at the beginning and answer what the heck is inbound sales Inbound sales is a personalized helpful and modern sales methodology Inbound sales people focus on their prospects pain points act as a trusted consultant and adapt their sales process to the buyers journey The opposite would be an outbound sales process which mostly involves cold outreach like unsolicited emails cold calls surprise office visits and other Interrupted sales and business development techniques. Nobody likes to be interrupted yikes How well do those outbound sales techniques work in today’s modern communication world? Inbound sales versus outbound sales, let’s cover that Here’s why inbound sales is so important for your company. It all comes back to the fact that the world has changed The buyer has changed a ton of things have changed we talked about that fact all the time in marketing fact of the matter It’s super hard to get people’s attention today with ad blockers Commercial skipping devices and no ads streaming services. Well, guess what? It’s the same for sales and for your sales team. It’s super difficult You see we’ve become very good at ignoring cold calls from sales reps ignoring emails Especially from people who we’ve never met who talked to us Like they know us that’s just weird and most decision-makers have a gatekeeper in place to protect themselves from those unannounced on-location Drop-ins, not sure what a gatekeeper is or how to get them We have a video on that right here. But let’s get back to inbound sales. If we ignore these outbound sales techniques ourselves Why have it more businesses adopted an inbound sales strategy? If you’re convinced, then let’s look at how you can use inbound sales for your company Number one identify the right buyers in the b2b space. This is called account based marketing We’ve also got a video on that whether you’re selling to other businesses or directly to a consumer identify the right buyers from the start most likely you’ll be working with Marketing on this as well as helping to teach them who the ideal Buyer is if you know the ideal buyer it will get you off on the right inbound sales journey number 2 Connect anyone focused on inbound sales will connect with leads to help them decide how to progress through the buyers journey This should include the communication tools They choose it might be texting a social messaging email and be ready to communicate in the way your prospects do Hey, by the way, it might be video as well number three explore Inbound salespeople explore their qualified leads goals and challenges to see whether the offering is a good fit for them as a customer Focus on their challenges not your product or services show empathy and connect over those Challenges and then share how your business can help number four my last point advise inbound sales people advise prospects on why their solution is uniquely positioned to address the buyers need skip the script and position your products or services in a way that highlights how it solves their unique needs now that you know, What inbound sales is and why inbound sales is important make sure you’re implementing it for your company’s success Make sure you leave us a big thumbs up and don’t forget to subscribe and hit that bell as well before you go make sure You’re focused on inbound sales as well as being a happy helpful human along the way