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.
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.
