Building a sales process that supports the buyer through their journey is the first step. This results in alignment between the salesperson and buyer as opposed to being at odds with each other through the buying and selling process.
Prioritizing buyers that are in an active buying cycle ahead of passive buyers can be the difference between a successful business and a failing one.
Inbound salespeople build trust by personalized messaging and advice based on the prospect's interest as opposed to the seller's needs.
Having a repeatable sales model is the first step for having a sales model that is scalable. The inbound sales methodology a four step process that does not require cold-calling or other disruptive tactics.
Identifying the right business opportunities from the start can be the difference between a thriving business and a failing one. It also helps salespeople create a predictable, scalable sales funnel.
Most active buyers are already in the awareness stage and may have already visited the company website, filled out a form, downloaded content or opened emails.
Legacy salespeople focus their prospecting efforts on cold calls, cold
When a buyer expresses interest, you guide an exploratory conversation to develop additional trust and uncover deep buyer goals through a conversation. Your focus is on the challenges they are facing that is slowing down their progress.
You connect the buyer's goals with the challenges they are facing and introduce how your product or solution can help them along with the investment required.
Prospects in the Consideration stage of the buyer's journey want to understand how features of your solution are going to help them and their situation. Deliver a custom presentation based on the needs of the buyer and how your company can help solve their problem or pursue a new opportunity.
The inbound salesperson serves as a translator between the messaging on your website and the unique needs of the prospect..