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With the arrival of the internet, the buying and selling process has transformed, bringing significant changes, mainly in relation to the role of the seller in this scenario and the transfer of purchasing power from the seller to the buyer. If previously a consumer depended almost entirely on a seller to find out about a product or service and, only after having this contact, make a purchase, the world of the web has modified this logic and brought us to a scenario in which the functions and positions of Marketing and sales teams have changed and needed to be revised so that strategies are effective in bringing incremental revenue to companies.
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Today we know that a fundamental point of any inbound marketing strategy involves alignment between the marketing and sales teams. From this scenario, then, Inbound Sales emerged, a process that Email Data brings together professionals from both teams to assist the purchasing process of a lead during their journey through the consumer journey. According to a study by Velocify in partnership with Steve W. Martin, 60% of the companies interviewed stated that adopting this new model positively affected their profitability, as it significantly reduced costs, when compared to traditional sales, which require travel, accommodation and greater productivity on the part of the seller.
One detail that is important to review is: for your inbound sales process to generate results, it is essential that it is aligned with your company's inbound marketing processes. After all, these different stages that a potential customer will go through must talk to each other, be coherent and cohesive in order to create a better and stronger relationship with the consumer. What role should be defined, then, for each of these stages?
Inbound marketing is important to answer the questions that consumers (leads) have about a problem, a product or a service. At this moment, content marketing will encourage this stage of knowledge that will come long before the purchase. Content Marketing acts as an assistant that is available for any questions or information that the user has or wants. It is this content marketing that will generate leads by transmitting and offering information and creating a relationship between the brand and a potential customer.
Inbound sales gains its role soon after: it is no longer responsible for initiating a sale and answering all of a consumer's doubts (as was the case in a world without the internet), but rather the person responsible for clarifying the last doubts that arise. have persisted throughout the process, finalize the conditions of the sale and complete the deal and bring revenue to the company - it can be noted that the essence of the seller has not been completely changed here, but he now receives greater marketing support so that the objective of the sale is achieved.
Now, it is also important to highlight that, for this to bear fruit, the team that is applying inbound sales needs the information collected during the period that your prospect went through the marketing process as a lead. Only then will he deliver the properly personalized email, or telephone to the right person, already knowledgeable about the internship, with the final information that will make the difference when the customer makes the purchasing decision.
If the sales team skips steps, does not have the patience to wait for the right moment, or does not know how to cultivate customer security and trust, in addition to dumping information on its prospects without the slightest criteria, there are high chances that not only the team will lose a large number of sales, as well as rendering all inbound work carried out by the marketing team useless.
So that you can be sure that your Inbound Sales process is in total harmony with your inbound marketing process, we have prepared some tips for your sales team.
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