Today’s buyers are self-sufficient in their search for solutions and are therefore usually already well-informed before a sales representative even contacts them. This means that modern buyers determine their own path to purchase. Align your sales process Inbound sales, therefore, represents a methodology for personalized and modern sales that adapts to the individual buyer’s journey of the potential customer and focuses on their problems. You should define five steps in this context to ensure your success.
Sales process in 5 steps
Digitalization has fundamentally shifted the dominant role in the buying and selling process: away from the seller and toward the buyer, for whom the internet opens up entirely new information possibilities. This is transforming sales processes.
However, strategic sales professionals have always defined phases mexico phone number library for their sales process. And in traditional sales, too, you can usually recognize five steps that divide the path to a new customer:
- Contact us
- Needs assessment
- Solution presentation
- individual offer and
- Diploma
Structured processes mean professionalism: Align your sales process These original phases remain relevant for the sales process even in the inbound sales methodology.
But the attitude and starting point in inbound sales are completely get the most out of first-party user data different from traditional outbound sales. It places the customer and their needs at the center of efforts , right from the start, and not just with the personalized offer.
This eliminates the assumption that every lead is a suitable new customer for the company’s own products and services. Instead, the focus is on the qualifications and real needs of customers. This allows for optimized sales processes.
In inbound sales, each lead receives its own qualification and personalized approach. Qualifying a lead also means . recognizing that some contacts simply cannot become customers, or not at the right time.
Here are the 5 process steps towards a successful inbound sales methodology:
1. Define the customer journey
2. Determine the basis for identification
3. Make contact in style
4. Analyze the exact circumstances of the prospects
5. Convince with focused advice
Define the customer journey
The customer journey of a potential customer is divided into three phases: awareness, consideration, and decision.
All people go through these three stages before a potential purchase—that is, before the decision is made to purchase a product or service.
During the awareness phase, potential customers first become aware of a turkey data problem, which they then consider in detail in the consideration phase. During this phase, they actively search for solutions, weighing the pros and cons. In the decision phase, they finally choose a solution that best addresses the problem.
The inbound sales process aims to accept, accompany and support potential buyers at every stage so that these prospects feel understood and supported at all times.
To make this possible, the individual steps of the inbound sales methodology are aligned with the customer journey from lead to customer. This journey must be defined for each buyer persona addressed by your company’s marketing.