Inbound Sales

What is Inbound Sales?

Inbound sales is a new sales method that consistently aligns sales with customer needs in the digital age. Google and social media today offer customers extensive possibilities for preliminary information on the Internet. The power of information lies with the buyer. Classical sales methods are reaching their limits, as the salesperson increasingly loses his traditional task of sales consulting. Inbound sales redefines the role of the salesperson and the salesperson and strengthens them in the age of the digital customer.

What does Inbound Sales promise?

With inbound sales you can quickly help uninformed and perfectly preinformed customers on their way to purchase decisions and at the same time build up a customer preference for your own company.
Inbound-sales also trains experienced sales staff to create added value through content and personal consultation every time they make contact with prospective buyers.
Inbound sales expands the competence profile of sales. With inbound sales, sales becomes the customer's consulting partner. This creates a quick sense of achievement in sales.

With inbound sales, companies from B2C and B2B can strengthen their sales in equal measure. In combination with inbound marketing, which attracts customers to the Internet, you can achieve great success in customer acquisition and lead generation. However, you should consider several success factors when introducing inbound sales.

"Inbound sales is the modern sales approach that fully adapts to digital customers."

- Britta Schlömer, CEO of Thought Leader Systems

Inbound Sales

  • Gain and pre-inform leads through valuable and useful content
  • Make the seller the advisor of the customer on the way to his purchase decision
  • Create measurable value with every customer contact
  • Developing the optimal product solution together with interested parties
  • Shorten the sales process decisively and build stable customer relationships

Why Inbound Sales?

Traditional sales techniques work less and less in the new media age. The reason for this is not sales itself, but the digital customer. The expectations of customers and prospects who use online media have changed rapidly.

  • Today, customers react annoyed to advertising and sales approaches. Unsolicited e-mails or phone calls are out. Standard queries on Xing and LinkedIn are annoying.
  • Even worse are sales staff on the phone who apparently have no idea which prospective customer or customer is calling and who have no insight into the contact history of the calling prospective customer.
If something like this happens to the leads that you have professionally won via inbound marketing, for example, it is a catastrophe - for you, for your prospects and for the turnover of your company. Inbound sales offers a fully customer-centric, consistently personalized sales approach that is focused on solving customer problems.

How Inbound Sales works?

to turn personally unknown target customers into leads known by name (Identify Phase),

establish a personal connection with these leads (Connect Phase),

to support the prospective customer by personal consultation with the solution of his current problems - without already putting the own products and achievements into the foreground (Explore-Phase),
to find the optimal solution together with the prospective customer and to work out the advantages of the own offer (Advise-Phase).

Through the intensive qualification of requirements in the inbound sales process, leads are developed into real sales opportunities. The sales department not only sells, it develops together with the customers to what extent the own service offer (and which exact scope of services) can optimally support the solution of the individual problems.

The most important success factor in inbound sales is the determination of actual, urgent product requirements. As long as a prospective buyer answers the question about the Sense of Urgency ("What happens if you do nothing and everything stays the same?") undecidedly, it is possible that there is no impulse to buy or that further buying barriers should be removed.

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