Top 6 Importance Of Inbound Sales In Digital Marketing

What are inbound sales?
Why we must ponder more upon the importance of inbound sales strategies?

Do such queries attract your interest too?

Well, we all know the competitive business environment and the impact of the right sales and marketing strategies to sustain. The significant sales and marketing strategies propel the business forward towards growth and profitability.

The revolution that Inbound Marketing brought to digital marketing has changed the marketing perspectives. And, now it’s the time to upgrade your visions with sales strategies to generate potential leads and reach out to targeted customers.

Similar to inbound marketing, inbound sales methodology is what the sales industry needs. It is the parallel vertical to your inbound marketing strategies coming into execution to drive revenue with the help of relevant and informative content to guide your potential customers.

In this blog, we’ll further lay focus on “What are inbound sales?” and the “importance of inbound sales” that you must know to structure your inbound sales strategy.

What are Inbound Sales?

Inbound sales, as said earlier, is the vertical of inbound marketing. It is the methodology used to help modern salespersons to focus on their buyer’s journey and adapt their sales process, accordingly. The inbound sales consultants act as the trusted counselors to help their customers with vital information about the concerning products and/or services for making the sales.

The inbound sales process includes the following steps or phases to accomplish the sales with the complete interest of the buyer –

• Firstly, attracting qualified leads with inbound marketing strategies like blogs, videos, social media postings, etc. that aware audience.
• Secondly, connecting with the captured leads to know their requirements and determine whether your product/service is a good fit solution for them or not.
• Thirdly, explore the opportunities and suitable solutions to your lead’s concerns and requirements.
• Fourth, finally, convert them to your customer by providing them with the optimum solutions to their concerns.

Moving ahead, let’s discover the importance of inbound sales strategies before you make your decision to incorporate them into your sales plans.

Top 6 Importance of Inbound Sales

62% of B2B customers respond to salespeople who connect by sharing content and insights that are relevant to the buyer.  – HubSpot

The inbound sales strategy is scalable and attracts interested prospects. It helps you build a stronger relationship with your customers with the help of informative content and guidance you provide to them.

Listed below are some of the major attributes of the importance of inbound sales –

1. Attracts Quality Traffic & Leads

eCommerce Inbound marketing strategies help you attract targeted traffic by creating and augmenting brand awareness. Then this acquired targeted traffic is leveraged by the inbound sales service providers to segment the traffic and acquire potential customers, who are genuinely interested in your sales pitch after all the informational sales content shared with them.

2. Builds Trust

Today’s market is data-driven. The customers do their own research before they accept your products/services. With inbound sales strategies, you can empower your customers to dig deeper into their research by publishing relevant informational, transactional, and application content on your products/service’s functionality.

Moreover, providing persona-driven personalized content helps build customers’ trust for the company because they impact the psychology of the buyer in a more effective and less intrusive manner; helping them in making their final buying decision.

3. Improves Sales & Marketing Approach

As much effort as you can make, there still is no guarantee that all your content will result in the same manner. The dynamics of digital marketing and inbound marketing work differently for each of your content. Hence, some content may bring you a breakthrough while others don’t even start to perform.

Still, content plays the most critical role in your inbound business strategy and has the utmost importance in scoring customers or retaining them. Therefore, creating high-quality content to show potential customers the positives of working with your business is what matters in the end. You must create content that not only advertises your products/services. Rather, you should create content that resonates with your brand identity and vision to command the interest of your buyer.

4. Boost Sales and ROI

We’re constantly focussing on the quality leads that you can attract with inbound sales strategies and methodology. This refers to the fact that having qualified leads eventually means having potential customers post nurturing them with the relevant information.

This means that more potential customers imply more sales and better revenue for your business. Therefore, the inbound sales methodology has the capability to hasten the revenue growth once you’ll get a boost in sales.

5. Minimizes Costs

Traditional sales approaches or outbound sales approaches are cold, risky, and costly to work in today’s digitalized industry. Outbound sales used to send cold emails to hundreds of leads hoping to get a response from the interested leads in return. That approach is more like shooting an arrow in the dark and hoping it will hit the target.

With inbound sales in the picture and the data-driven approach implies, minimizing expenses on cold selling techniques became much easier because now you can get higher ROI against the personalized sales techniques campaigned on the targeted leads only.

6. Educates Target Audience

It’s the eCommerce era and I’m sure you must have heard about comparison shopping too. As we know that no customer today just goes to the first sellers and makes a purchase. They do their full research, compare their all options, and then make a final buying decision.

70% of B2B buyers engage in purchase inquiries even before they contact sellers.

Therefore, understanding your customers and their buyer personas, and analyzing what they’re learning and from where will help you in educating them better about your products and services. Also, it will help you build a better connection with your customers from the very start of their journey.

There’s More Than Only Importance of Inbound Sales!

Exactly!

The importance of inbound sales is crucial but there’s more to it that can hinder your decision of including inbound sales strategies in your sales campaigns.

We have tried to sum up some most frequently overlooked and under-asked queries regarding inbound sales here to facilitate your decision with solid reasons that you must include inbound sales along with the inbound marketing strategies in your sales and marketing campaign.

a) What are inbound sales leads?

Any B2B prospect that shows interest in your content, products, and/or services and takes action to get converted following through your inbound lead generation and conversion strategy like downloading resources, contacting the sales team, requesting a demo, booking a meeting, filling in the survey forms, etc. are referred to as the inbound sales lead.

b) What are inbound sales services?

Inbound sales services is a service package that includes a set of semi-automated sales and marketing strategies that must be implemented to stimulate potential customers to contact your business. The implementation of inbound sales services increases the effectiveness and efficiency of your sales department, especially for those businesses that find it hard to connect with their customers on a regular basis.

c) What is an inbound company?

If you’re having some anonymous traffic visiting your website from different companies and this traffic matches the profile of your ideal buyer persona but have no contact information except their company names, then you can find the company name of this traffic through HubSpot’s Prospects Tool in HubSpot CRM. Such a company is referred to as an inbound company.

d) What is the difference between inbound and outbound sales?

• Inbound sales work on the concept of attracting relevant and interested prospects to your business. Then, educate them about your products and services before they make a buying decision. While outbound sales, on the other hand, involve cold calling, buying contact lists, conducting trade shows, moving door-to-door, etc to find the right prospect that may (or may not) be interested in your product/services.
• The inbound sales approach refers to the act of “pulling”. While outbound sales refer to the act of “pushing” the prospective buyers.
• Inbound sales leads are often referred to as “warm leads” because the prospect has actively expressed interest in the product or service. While the outbound sales leads are also called “cold leads”.

Summing Up!

Simply put, inbound sales might take more work upfront, but it’s ultimately the easier approach once you’ve created a strong inbound selling strategy.    – HubSpot

Salespersons need to realize that merely pushing their products and services to the leads and trying to convince them later to purchase will no longer give fruitful returns to them. The digital market, today, is more aware and knows how to research deeper on their requirements before approaching the businesses to discuss the negotiable deals.

Hence, the importance of inbound sales can be rendered in each phase of the sales process. This remarks the urgency of implementing inbound sales strategies in your business too to get better sales and revenue returns for all your efforts and hard work.

What’s your take on inbound sales? Do you also believe in the importance of inbound sales? Or do you think outbound sales are the better option still for your business?

Share your thoughts with us in the comments below!