Inbound Marketing Boosts Sales
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Traditional Sales Techniques Don’t Work In Today’s Technology Driven Society.
New B2B buyers don’t want to be sold; they want to be educated, and informed. Buyers need to be compelled and persuaded before they’ll pull the trigger.
A results-oriented communications strategy takes consistent effort, but the boost in sales is worth it… and you’ll have proof!
Recent sales trends indicate that prospects want to make buying decisions on their own terms, they don’t want to be “worked” the way they’ve been approached for the past 20 years.
Inbound Marketing Strategies leverage these trends and give prospects what they desire. Putting customers first helps your sales team be more efficient, and close more sales.
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Inbound Marketing Strategies =
- Shorter Sales Cycles
- Improved Close Rates
- More Sales Dollars
Change your Legacy Sales Techniques to a process that works: an Inbound Marketing Strategy.
Inform your Customers, Don’t Sell Them.
Buyers want to be guided through a buying journey. They want a trusted adviser not a pushy salesman.
Provide an Educational Experience
Customers are looking for different answers to different questions throughout their buying journey. An Inbound Sales strategy maps out different buyer experiences, and defines what stories need to be told.
It provides answers to specific questions that prospects ask at different levels of the sales cycle. If you can tell prospects educational stories that answer their questions and provide proof that satisfies each buyer’s unique needs, you can shorten your sales cycle as much as 20%.
Hire Salespeople who are Excellent Listeners
Your sales team must be prepared to tell the right stories, but first they need to identify the specific challenges facing the each prospect.
Today’s salespeople need to ask the right questions, provide additional information, and follow a process that makes prospects feel comfortable.
Use Technology to Provide a Rich Sales Experience
By segmenting your customers and analyzing what they’re reading on your site, you can enrich their experience with targeted offerings.
Open a forum or blog, share marketing materials, answer frequently asked questions, and invite experts to collaborate. These online techniques make prospects feel safer buying from you.
Know the Numbers
Inbound Marketing Strategies and Inbound Sales is a scientific process. With analytics you’ll know your exact conversion rate at every level of the sales funnel, and you’ll be able to analyze the data to devise marketing strategies to move those numbers.
