Inbound sales is an approach to selling where the focus is on attracting and engaging potential customers who have already expressed an interest in a product or service. It is a customer-centric sales methodology that aligns with the buyer's journey, emphasizing providing value and assistance to prospects throughout their decision-making
process. Inbound sales distinguish itself from outbound sales
in that the latter has SDRs
reaching out to prospects so they can become leads. With inbound sales, however, the prospect is already a lead
, meaning that they've expressed interest in your product or service. They typically express interest by submitting their information through a form via your website.
Because of the dynamic of inbound sales, inbound sales reps can be viewed as trusted consultants who will focus on solving their prospects' most difficult problems.
This is an important factor as a good inbound salesperson will focus on anyone who has already shown interest in the products or services offered. Again, it's a buyer-first approach, so it will take some work if done correctly.
Another important component of inbound sales is robust content marketing
Think of it this way: how else would your target customers find your business?
There are several ways you can make content to get inbound leads; they include SEO, social media posting, and more.
The principal relationship between content marketing and inbound sales is that businesses use content marketing to populate a platform that potential customers use to search for their desired products or services.
The makers of those products/services - your company - then receive interest from that lead by the lead giving you their information. Then a meeting is booked, and the lead goes through the sales funnel
Having such a strong content marketing strategy means you need to invest in it. You can hypothetically get inbound leads without any content marketing. However, it will more than likely be a handful via referrals.
If you want to have a high volume of inbound sales, you need to have loads of content marketing assets first.