Inbound Sales Strategy

Is Your Team Blindly Reaching Out To Prospects Hoping To Find a Buyer?

Creating sustainable growth is about attracting, converting, and delighting your buyers–not just creating a temporary bump in sales. An inbound sales strategy helps your team focus on building valuable, customer-centric relationships with qualified prospects.

What is Inbound Sales?

Inbound sales is a modern sales methodology that focuses on prioritizing the challenges, needs, and goals of your buyers. Inbound salespeople act as trusted advisors, using high-value content to create an experience tailored to their target customers. In short, you adapt your sales process to support the buyer through their decision making process.

Inbound Sales vs. Outbound Sales

Outbound sales is the traditional sales approach focused on purchasing contact lists, cold calling, and attending trade shows. Put simply, it’s an intrusive method of selling.

These traditional methods “push” your message to a large volume of prospects that may, or may not, care about your solution.

On the other hand, inbound sales is the process of “pulling” interested prospects to you. You then qualify them based on their fit for your solution. This enables your team to focus on leads who show interest, rather than waste valuable time chasing cold prospects.

Ask yourself: When your salespeople call someone, is it because they expressed a need that you solve or is it a hail mary attempt at finding a lead?

Why Is This Important?

Now more than ever, companies miss targets, leverage unreliable forecasts, and struggle with sales and marketing alignment. They argue that there isn’t enough demand to hit their revenue goals.

Under pressure, all they can do is double down on the same traditional sales and marketing tactics. It doesn’t work and they’re left settling for lackluster results. In reality, they may never achieve their targets because the root cause of their failure is the status quo.

That’s where an inbound sales strategy comes in. Instead of pouring resources into outdated tactics, you generate demand using content that addresses your prospect’s problems.

“By creating content designed to address the problems and needs of your ideal customers, you attract qualified prospects and build trust and credibility for your business.”
– HubSpot

What Kind of Impact Can I Expect?

When you focus on solving your buyers’ problems, your company positions itself as an expert and a trusted advisor. You’re not just another vendor trying to push their products and services.

Companies buy from those they trust. They want to know you understand them and can help navigate their complex business issues.

The right inbound marketing strategy can:

  • Increase revenue growth
  • Align sales and marketing
  • Shorten sales cycles
  • Increase marketing ROI
  • Generate more high-quality Leads
  • Drive bottom-of-funnel traffic
  • Increase brand awareness and grow your reputation

Did you know?

87% of B2B buyers trust industry influencer content more than a salesperson.

-DemandGen Report
Content marketing gets threee times more leads than paid search advertising

-Content Marketing Institute, 2017
Businesses who nurture leads with content make 50% more sales.

-Strategic IC, 2017

How We Help

Our Core Services

Cold calls and intrusive marketing aren’t how people want to be sold to.

That’s why inbound sales focuses on attracting customers through relevant and helpful content that adds value to your customer’s buying journey.

In turn, you attract qualified prospects, build trust, and gain credibility in the eyes of your buyers.

We help you execute an inbound sales strategy that empowers your team with the content, insights, and tools they need to close more deals.

  • Content strategy
  • Landing pages
  • Form creation
  • Contact management
  • Lead nurturing
  • Lead conversion

Is This a Fit For Your Team?

Not Enough Leads

You notice that traditional lead generations tactics are ineffective. Your team complains that they don’t have enough quality leads to hit targets.

Customers Are Buying Without You

You keep hearing about deals your competitors win and are frustrated that you aren’t even included in the buying process.

No Focus on Content Creation

You acknowledge that you’d like to create blogs, eBooks, and other valuable content to attract buyers but you lack the time and resources to do it.

Poor Lead Conversion

You seem to have a lot of activity on your website but aren’t converting any of this activity into sales conversations.

Reaching the Wrong Audience

You’re getting leads but they aren’t the right people. As a result you find that your team wastes valuable time on conversations that never go anywhere.

No Automation

You invested in a CRM system but aren’t utilizing it to its maximum potential. You know automated workflows can help, but you don’t have the time or expertise to implement them.