Inbound Sales & Enablement
The power in the buying and selling process has shifted from the seller to the buyer. As leads demand a “richer, more personalized and connected user experience,” your sales team needs relevant & effective sales communication.
The marketing industry is evolving at a breakneck speed. Smartphones have changed today's consumers, and their values and sensibilities have changed as well. This is a society that is marketing savvy and values meaningful engagement, which can’t be copied or faked.
In short, just because you build it doesn’t mean they will come. Today, you have to earn the customer’s consideration and action, moment after moment, providing them with valuable brand experiences at every step of their buying process including the sales and post-sales process.
Recognize These Problems?
Inbound Sales & Enablement Strategy Can Help:
Our Sales Follow Up Is Ineffective
Our Sales Cycle Is Too Long
We waste Too Much Time Qualifying Leads
Our Sales team Doesn't Have Enough Leads
We Can't Get past Objections
Our Sales and Prospecting Emails Are Going Unanswered
Explore The Benefits Of Inbound Sales
Marketing Automation
Lead Nurturing
Lead nurturing is the purposeful process of engaging a defined target group by providing relevant information at each stage of the buyer’s journey, positioning your company as the best (and safest) choice to enable them to achieve their objectives.
CRM Implementation
Your sales team wants to sell – not fight with messy spreadsheets, cluttered inboxes, or clunky tools that slow them down.
Automate the tasks salespeople hate and empower them to make more deals with less tedious data entry.
Lead Scoring
Prioritize your outreach based on a prospect’s likelihood to become a customer so you don’t waste time trying to qualify poor-fit leads.
Email Marketing
Know the second a lead opens an email, clicks a link, or downloads an attachment, and surface the most relevant notifications to the top of your activity feed. Then send a perfectly timed follow-up.
Sales Content Creation
Sales collateral builds and maintains strong brands. It forges a connection between the buyer and the seller. It communicates superiority and competitive differentiation and it enables companies to stand out among all the others.
What Is Inbound Sales?
Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context.
Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer.
Inbound Sales Methodology
Inbound sales organizations develop a sales process that supports the prospect through their buyer's journey. Note the stages that buyers move through: Awareness, Consideration, and Decision. Note as well the four actions (Identify, Connect, Explore, and Advise) inbound sales teams must implement to support qualified leads into becoming opportunities and eventually customers.
The 4 Inbound Sales Actions
- Identify
Inbound sales organizations develop a sales process that supports the prospect through their buyer's journey. Note the stages that buyers move through: Awareness, Consideration, and Decision. Note as well the four actions (Identify, Connect, Explore, and Advise) inbound sales teams must implement to support qualified leads into becoming opportunities and eventually customers.
- Connect
Inbound salespeople connect with leads to help them decide whether they should prioritize the goal or challenge they're facing. If the buyer decides to do so, these leads become qualified leads.
- Explore
Inbound salespeople explore their qualified leads' goals or challenges to assess whether their offering is a good fit.
- Advise
Inbound salespeople advise prospects on why their solution is uniquely positioned to address the buyer's needs.