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Inbound marketing is all about creating high-value content that will attract leads. Once people are attracted to and excited about your content, they get interested, and a desire to purchase might spark in them. This is where inbound sales come into action. But even when inbound sales start, inbound marketing doesn’t end. Inbound marketing is a never-ending, ongoing process: you need to constantly control and update information about the service you have on the web, create new valuable nurturing content, and analyze its performance to attract new leads and nurture the existing clients.
An inbound call centre receives incoming calls from customers. An outbound call centre, on the other hand, makes outgoing calls to shoppers. Sales teams typically run outbound centres to cold call potential customers about their products.
Inbound sales begin when a lead comes from a potential customer reaching out to your organization to inquire about a product or service. Outbound sales are the result of a prospecting effort to a potential customer who has not yet expressed interest in a product or service offered by the organization.
The main difference between inbound and outbound sales is who initiates the sale. With inbound, it's the prospect that starts the sales process, while with outbound, it's a sales rep that contacts the prospect first. Instead of the prospect coming to the company, the salesperson (or business) comes to the prospect.
Inbound sales is the process of identifying, connecting, and exploring leads, personalizing and improving their experience, and finally, leading them to make a purchasing decision. Inbound sales go hand in hand with inbound marketing and outbound sales.
Inbound sales is a sales methodology that prioritizes the needs, challenges, goals and interests of individual buyers. Instead of focusing on closing the sale as soon as possible, inbound salespeople work to meet consumers where they are and then guide — not push — them through the decision-making process.
Outbound sales is a branch of B2B sales. It refers to the process of a seller, typically a sales rep of a company, initiating engagement with a prospective buyer through sales activities such as cold calling, email prospecting, social selling and networking. Large-scale outbound marketing increases awareness of your brand and offerings. Not only does this bring you more leads, but you'll also notice an increase in the quality of communication with your potential audience.
Advantages of outbound marketing
✔ Advertising is labelled or identified as such
✔ Enables eye-catching formulations
✔ Easy delivery for regional advertising through direct circular mails
✔ Negative reactions can’t be seen by other customers so chain reactions are rare
✔ Emotional impact z. B. via TV commercials, the brand is more memorable – high recognition value
Inbound Marketing Tactics: Content : SEO: Communication: Social Media Listening: Reviews
Benefits of inbound sales and marketing
As you can see, inbound marketing and sales go hand in hand. Here’s a shortlist of how you can benefit from investing in your inbound sales and marketing:
Simplified sales and marketing
The sales team can provide insights into what customers need, while the marketing team can use this information to come up with highly targeted content.
Improved long-term relationships
As mentioned earlier, inbound marketing focuses on creating content that will attract leads. And to do so, you have to define the leads’ pain points, needs, frustrations, and expectations. For example, you can study the competitors’ websites, social media channels, or visited pages. Hard work of inbound marketing and sales will result in the content that customers are interested in and lead to improved long-lasting customer lifetime value.
Improved brand awareness
As your inbound marketing priority is content, you need to provide plenty of information about your tools and services via all possible channels. This way, the brand awareness will grow, and your business will become more recognizable.
Cost-efficiency
Compared to outbound sales, which include pricey ads and lead sourcing, inbound marketing is cheaper. You only need a few people in your marketing team who will be working on the creation of high-quality content and a sales manager who will then lead newcomers through the sales funnel.
Better conversions
If you identify the best ways to contact your leads and create content, they will become more loyal. Finally, this will influence their decision, and the conversion process will be easy.
Inbound sales are just about personalizing the buyer’s experience. The main aim of the inbound sales process is to subconsciously persuade leads to make a purchasing decision. The whole inbound sales methodology includes four steps, though they might differ for each business:
During the Identify phase, you are supposed to define your buyer personas, prioritize them, and find the ways you can attract them.
At the Connect step, you are communicating with potential clients either virtually or live for the first time. The most important here is that these leads define the way and time of connection. Everything is on their terms.
During the Explore stage of the inbound sales process, you have a conversation with potential clients to find out their pain points, problems, and goals and discover their timeline and budget.
In the last phase, Advice, you need to provide your solutions to prospects and give the reasons your solution will help them. Also, describe the steps they are supposed to take next.
Once you know what inbound sales are, how to combine them with inbound marketing, how profitable they are, you can start implementing your inbound lead generation!
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