Lower costs : Compared to outbound sales, the costs of inbound sales are relatively low. In most cases, this does not require much more than an internal or external worker who creates content such as texts or videos and optimizes them for search engines.
Customers only receive the information they need : the content they need. They don't have to look at advertisements that don't interest them. They can find out more about the topic they want using various formats such as videos, webinars or white papers. They don't even have to deal with content that is less interesting to them.
Inbound sales is sustainable : once the content czech republic whatsapp data has been created on the Internet, interested parties can access it again and again. Even potential customers who may not become interested in the topic until years after publication have access to the relevant content.
Inbound sales is authentic : With the inbound sales method, companies present not only the good but also the negative aspects of a product. The potential customer thus receives neutral information and is not confronted with implausible advertising messages. Inbound marketing supports the prospective customer's decision-making process, which means they have more trust in the company.
The Inbound Sales Process
According to the all-in-one platform HubSpot, the inbound sales process should follow four steps: identify, contact, analyze and advise.
So, first, the inbound sales rep identifies previously unknown potential customers who are facing a challenge and have a specific goal that their company could help with. Then, the unknowns become leads. The inbound sales reps now contact the leads and help them decide whether or not to pursue the individual challenge and goal. If the decision is made to pursue, leads become qualified leads.
inbound sales process
The inbound sales reps then analyze the goals and/or challenges of the qualified leads. This allows them to determine whether the company's offering fits their needs. If so, the qualified leads become opportunities. As part of a consultation, the inbound sales reps show the opportunities how the buyer's problems can be solved by the company's products. If the potential new customer also believes that the sales rep's offering is best suited to their personal purpose, the opportunity ultimately becomes a new customer.