In today's society, it’s the buyer who dictates what happens, not the salesperson. Did you know that 81% of people who make bigger investments do research online before buying? In other words, the buyer has the power – not the salesperson.
The customer is more well-informed and aware of his or her own needs. Therefore, we must stop selling and instead help buyers find the solutions that work best for them.
57% of salespeople believe that the customer is less dependent on salespeople in the purchase process, precisely because customers can easily google whatever they have questions about. Therefore it’s very important that you’re present where your customers are. The inbound sales methodology revolves around this: do not push a product onto the customer, but rather be present where the customer is, and try to help.
In 2018, you will not close deals simply because you’ve got a product, but because your product is the best solution to a person's specific problem.
By providing additional value to the information the lead has found through his or her own research, you build trust, establish yourself as an expert, and close deals because you help the person solve a problem, rather than sell for the sake of selling.
How can you do this? It is easy:
Tired of talking to cold leads who have no interest in talking to you? With the help of inbound marketing and inbound sales, the lead-to-customer conversion will improve because the sales-qualified leads are actually warm and ready to buy.
By that, we mean that the leads are ready to buy when you talk to them. The marketing department uses lead scoring to determine if a lead is ready or not. They will be sales-ready once they have received a lot of information and have shown interest in the product you sell. Then it's much easier to close the deal.
Sales are not just about closing as many deals as possible. Wouldn’t it be great to get those customers who get the best results out of your solutions because they’re a perfect match?
Not only will you collaborate better – you’ll also receive ambassadors for your company. Ambassadors are customers who are so pleased with your product that they’re more than happy to recommend it, and you as a business, to others.
In addition, this opens up for upselling customers who are already happy with what you sell. That's because satisfied customers are customers who buy more.
You’d like to sell what your business delivers because you believe in the solution, not because you have been told to sell to at least two people a day, right?
The inbound methodology helps the company build both the people who sell, but also the solution you sell. It shouldn’t just be a product that’s as good as hundreds of others found on the market. It should be exclusive because it solves problem “x” or challenge “y” in the best possible way.
If you work this way, it will be easier for the customer to differentiate your business from the competitors’. What’s special about you? Make sure this information is out on the market. This brings us to the next point, which is about collaboration with the marketing department.
Sales enablement is a method of inbound sales based on the sales department working with the marketing department to achieve the best results for both departments.
By linking up the two departments, the sales process can save both time and cost.
By using the content that the marketing department produces, which answers the questions the customers often ask the sales department, one can:
Therefore, it is essential for inbound sales that the marketing and sales departments work closely together.