Inbound salespeople recognise that the power has shifted from seller to buyer because the web has given the buyer the opportunity to be better informed than ever before – at every stage of the buying process. In fact, recent research shows that 67% of B2B the buyer journey is now typically carried out online - without speaking to a salesperson.
Boosts team productivity and reduces the cost of sales - Shortens sales cycles - Improves lead > customer conversion rates - Increases deal size - Reduces cost per acquisition (CPA) - Increases buyer engagement
Inbound salespeople follow a three step process:
Identify buyer persona pains/challenges and understand the triggers that make those a priority
Use web-based research to focus their time contacting people who they know are likely to require solutions to problems that their products or services address and are ready to buy
Guide the buyer through the buying process with helpful content that addresses buyer information needs at every stage of the process