Inbound sales for industrial engineering and technical companies

Companies that adopt an inbound sales methodology focus on their prospect’s challenges, provide solutions and adapts their sales process to how prospects buy.

Complete guide to sales prospecting

What is inbound sales?

Inbound sales transform sales to match the way people buy. Inbound sales teams base their entire sales strategy on the buyer rather than the supplier, and the entire sales process is personalised to the buyer’s situation. Transforming to an inbound sales model starts with understanding the way your customers buy your product or service – the buyer’s journey. The buyer’s journey is the active research process someone goes through leading up to a purchase.

Inbound sales process

During the identify phase, you identify potential buyers who may have a goal or challenge you can help with. These potential buyers become leads.

The connect phase, salespeople connect with leads to help them diagnose their situation and decide whether it is a priority. If a lead decides to prioritise the goal or challenge, they become a qualified lead.

In the explore phase, you explore a qualified lead’s goals and challenges through expert consultation to help them assess whether your offering is a good fit for their context. If it is, they become a sales opportunity.

Finally, the advise phase, where you advise a sales opportunity with helpful solutions that solve their challenges. If they decide your offering is best for their context, they become a customer.

What are the benefits of Inbound sales

#1

Build relationships

Adapting the sales process to the buyer, fosters long-term relationships.

#2

Drive more engagement

By focusing on the buyer and qualified leads, you’ll increase engagement.

#3

Sales and marketing alignment

Bringing together teams to optimise efforts, reduce costs and increase growth.

#4

Be more productive

Automate repetitive tasks to reduce admin and increase productivity.

#5

Increase sales

Using the buyer’s journey to nurture leads to help close them into customers.

#6

Build a scalable process

Equip the entire team with the tools and processes needed to scale and grow.

50%

of prospects are not a good fit

18

calls to connect with a prospect

1/3

Salespeople spend just 1/3 of their time talking to prospects

Our Clients

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Ready to transform your sales prospecting?

Get our complete guide to sales prospecting – discover the templates, techniques and tools industrial companies need to make your sales prospecting strategies as effective as possible.

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If you’re looking for support with inbound sales for your company and you’re interested in finding out more, then feel free to get in touch.

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Resources to help you

We want to help as many B2B marketeers that operate in technical sectors as much as possible. We’re passionate about engineering and want to see businesses succeed. Take a look at our resources and knowledge centre and start taking action today.

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