As a sales executive, I was disheartened to hear that nearly seven out of 10 sales professionals say their jobs are harder now, according to the State of Sales reportOpens in a new window. Yet nearly the same number of sales leaders admit their teams are taking fewer risks to change their situation. If your organization is facing the same challenges, consider a different approach: inbound sales.
Often confused with inbound marketing, inbound sales come america phone number list from customers who reach out — usually because of content marketing, SEO, social media, events, or referrals. Not every inbound sales lead comes from a marketing activity, though. Some inbound sales leads may come from someone doing natural search queries, reading an article about your company, or speaking to a colleague who suggested your organization. In all of these examples, what makes them inbound leads is that the prospect is the one who reached out to your organization and not the other way around.
Engage and close prospects from everywhere
Pull up CRM data for prospects even when you’re engaging with them outside your CRM — whether on social or online.
Inbound sales vs. outbound sales
Inbound sales are customer-driven. Prospects initiate contact through an online form or similar avenue.
Outbound sales are just what they sound like: You contact a lead, qualified or not, by cold call or email. Sometimes, you meet in person or via video.