As you've probably already guessed, inbound sales has a lot in common with inbound marketing, it shares the same philosophy, but instead of focusing on the attraction and conversion part, we're looking to optimize sales processes . To make everything crystal clear, in this complete guide we're going to look at what the inbound sales methodology consists of, how it affects the relationship with customers and content, and how to automate the entire process effectively. Don't miss it!
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Inbound sales: how to improve your sales processes
The basis of inbound: know your customers
Before I begin to explain the inbound sales methodology in detail, I want to pause for a moment to reflect on a key aspect of the entire inbound philosophy: customers.
Nowadays, it is essential that we are able to adapt to the behaviors of the digital client , who fit much better with methods based on attraction compared to traditional invasive techniques.
Today's consumer has become the focus of attention for brands, which must focus on understanding their needs and desires in order to offer them valuable solutions.
One of the most important things about today's users is that they do research before making any purchase, using means such as search engines, the official website of companies, email or social networks. They are also more demanding with brands, as they seek both personalization and immediacy in their communications.
To better understand customers and get the most out of interactions with them, inbound sales applies two tools that we will see below: the buyer journey and the buyer persona.
Buyer journey
The buyer journey is a tool that maps the entire consumer journey , from the moment they come into contact with a brand for the first time until they become a loyal customer. Thanks to it, we can see the moments of contact between brand and customer and their importance.
Touchpoints-Funnel
Although each buyer journey is different depending on the circumstances of the user and the brand, in general we can distinguish these three phases:
Knowledge : the user has a need or a problem that he wants to solve.
Research : the user searches for the options available on the market to solve this need or problem.
Decision : Finally, one of the solutions convinces you more than the rest and you make the decision to buy the product or hire the service in question.
Having a buyer journey allows you to align internal and external visions, clarify key points of contact, detect risks and opportunities, and better personalize your marketing. All of this leads to a better purchasing process and, ultimately, a greater number of conversions to sales.
