Technological development has revolutionized the way human beings live, and one of the aspects of our lives most impacted by this revolution is the way we consume and relate to brands, companies and their sellers.
Faced with this scenario, companies have sought to adapt their sales activities to this new reality. A natural path that has been drawn in this direction is that of Inbound Sales, a more profitable and modern sales methodology, fully aligned with the desires of a consumer who uses web tools
Email Datato find out about products and services they want to purchase or hire.
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Furthermore, it is a much less invasive and more effective sales methodology than conventional methods. Inbound Sales preaches that the sales process should be less focused on the product and more on the consumer's needs; and that the seller must assume the role of consultant, answering any doubts that the customer may have.
The data related to this new tool shows how it can help make your sales department more efficient:
According to a survey carried out by Velocify in partnership with Steve W. Martin, sales specialist, 46% of respondents have already transferred people from field sales to sales within the company, that is, Inbound Sales;
60% of companies said that this change directly impacts profitability, as adopting the Inbound Sales model reduces travel, accommodation and productivity costs;
54% of companies also claimed that this transition from one sales model to another was only possible thanks to the development of technological tools such as Skype and Google Hangout, which made it possible to hold meetings remotely.
Despite the benefits brought by Inbound Sales, it is understandable that some companies find it difficult to implement the methodology, as it requires a 360-degree change in the culture of a company's sales department. Therefore, we have listed the best inbound sales practices for you to bring to your sales department.
Read more about Inbound Sales:
Is your Inbound Sales process aligned with your marketing strategy?
New consumer strength demands new marketing strategies
1. Study your prospect in detail
Users have more and more resources to inform themselves before deciding whether to buy a product or hire a service. And make no mistake: it searches for a lot of information before reaching you. However, this process is bilateral. Not only can you, but you should, go after discovering information about your prospect that can help you close a deal.
Companies that operate in B2B, for example, can access their prospect's website or check their Linkedin page. If the company has a blog, it is essential to follow its posts; look for the strengths and weaknesses of your competitors; and use all this information to offer the best solution available in your company's portfolio.
Remember that the more customized your business offer, the greater the chances of it becoming effective; and for this to happen, it is essential that you are able to gather a large amount of information about your client. Today, more than ever, sales is a research job.
