Post by account_disabled on Mar 7, 2024 3:45:46 GMT -6
Today, companies' sales strategies must change because in a context like today's, increasingly faster and more digitalised, the classic purchasing paths of consumers have been radically transformed, be they consumer or business customers . Valid support in the effectiveness of the commercial force comes from inbound marketing which helps attract target customers to your brand . This is how inbound sales strategies are born , modeled to respond exactly to the needs and requirements of the prospects you want to attract. So what are the distinctive characteristics of an inbound sales strategy compared to a traditional strategy? The inbound approach to sales: how it changes the lives of salespeople The goal of a salesperson should be not only to close deals, but above all to provide an always satisfactory experience to their prospects, who are often the first point of human contact with the customer.
To achieve this goal, an inbound sales strategy comes in handy. It is fair Germany Phone Number to point out that this approach differs from the sales process, which is made up of the steps to follow between the moment of generating a new lead and the moment of closing the sale. In fact, each company's sales process is unique and its phases are defined by the product, the type of customers, the sales cycle and other factors. Instead, an inbound sales strategy can be employed by any salesperson in any company because it focuses on providing a personalized, context-centric experience for the buyer. Regardless of the size of the sales team and the complexity of sales, the inbound sales strategy is mainly composed of four phases: Identify , in which potential customers are identified that the company could support in achieving an objective or overcoming a critical issue. These potential buyers become leads; Connect , where you get in touch with leads and support them in the process of prioritizing the objective or responding to critical issues. Depending on the decision, the lead will or will not be qualified; Explore , in which the challenges and opportunities related to the qualified lead are explored, supporting them in understanding whether the proposed offer may be suitable for their context.
If so, the lead turns into a sales opportunity; Advise , in which the offer is uniquely positioned to address the objectives and challenges of the lead now transformed into a sales opportunity and to respond more easily to its professional evaluation metrics. At this point, if the proposed solution is identified as the best for support within its context, then the lead will transform into a customer. How to actually implement this strategy? What experiences should be provided to prospects at each stage? 1.Identify The identification phase is fundamental because it establishes what the trajectory of the entire strategy will be. It consists of collecting as much information as possible on each individual prospect, so as to be able to better understand their context and situation. This way it will be easier to offer targeted support and resources right from the first call, rather than wasting time trying to understand if the person contacted is actually the target.
To achieve this goal, an inbound sales strategy comes in handy. It is fair Germany Phone Number to point out that this approach differs from the sales process, which is made up of the steps to follow between the moment of generating a new lead and the moment of closing the sale. In fact, each company's sales process is unique and its phases are defined by the product, the type of customers, the sales cycle and other factors. Instead, an inbound sales strategy can be employed by any salesperson in any company because it focuses on providing a personalized, context-centric experience for the buyer. Regardless of the size of the sales team and the complexity of sales, the inbound sales strategy is mainly composed of four phases: Identify , in which potential customers are identified that the company could support in achieving an objective or overcoming a critical issue. These potential buyers become leads; Connect , where you get in touch with leads and support them in the process of prioritizing the objective or responding to critical issues. Depending on the decision, the lead will or will not be qualified; Explore , in which the challenges and opportunities related to the qualified lead are explored, supporting them in understanding whether the proposed offer may be suitable for their context.
If so, the lead turns into a sales opportunity; Advise , in which the offer is uniquely positioned to address the objectives and challenges of the lead now transformed into a sales opportunity and to respond more easily to its professional evaluation metrics. At this point, if the proposed solution is identified as the best for support within its context, then the lead will transform into a customer. How to actually implement this strategy? What experiences should be provided to prospects at each stage? 1.Identify The identification phase is fundamental because it establishes what the trajectory of the entire strategy will be. It consists of collecting as much information as possible on each individual prospect, so as to be able to better understand their context and situation. This way it will be easier to offer targeted support and resources right from the first call, rather than wasting time trying to understand if the person contacted is actually the target.