What is B2B Inbound Sales?

B2B Inbound sales is not just another buzzword or to make your sales reps into super closers. It's a complete framework that aligns your sales process with the way your prospects like to buy - from awareness to consideration and decision. 

Inbound Sales is a methodology of how you approach sales. 

Why B2B Inbound Sales Matters

You will find that B2B prospects prefer to do their own research and not rely as heavily on sales as they used to. B2B inbound sales primary focus is not merely closing more deals but helping prospects navigate their unique challenges and understanding their pain points in a more meaningful way.

There is still a place for outbound sales methods like cold calling, trade shows, and networking events. Take inbound sales as the natural extension of outbound sales - because it is about getting prospects ready with the right content to move them through their buying process effectively. By doing so, your prospects feel listened to, and their needs are taken into consideration, both while browsing your website as well as interacting with your sales team.

How B2B Inbound Sales is Changing

B2B Sales Role:

The concept of B2B Inbound Sales revolves around helping prospects to make the right decisions as they navigate the buyer journey, rather than making the sales process all about you, your product, or your company.

For an inbound sales process to run smoothly and efficiently, the sales must adopt a specific approach - provide the right information to the right prospect at the right time to move them through the pipeline.

How do they do it?

B2B Sales can make use of CRM to track potential leads' activity on your website, how they respond to marketing campaigns and past buying behaviours - and alert your sales team to reach out to active prospects promptly. Active prospects who have 'raised their hands to indicate they wish to speak with sales will be contacted first; prospects who requested information such as brochures, ebooks, or templates will then be contacted next.   

Omnichannel Sales: 

Chatbots and messaging apps are transforming how people buy in the present day. Chatbots, which use artificial intelligence, have revolutionized B2B inbound sales. AI chatbots are able to serve up relevant inbound chat experiences when prospects visit your website. The bot can perform much of the lead qualification and only route active prospects to sales.

Also, there are billions of people around the world now using messaging instead of calls as their default means of communication. In the complex world of B2B, there are more people influencing a decision. Using messaging apps helps to reduce ambiguity by enabling easy and quick communication of their needs.

Final Thoughts

To compete in today's sales environment, Inbound Marketing and Inbound Sales go hand in hand. The two complement each other, and one naturally leads to the other.

As B2B prospects tend to trust and buy from brands with proven expertise - Inbound Marketing focuses on showcasing content that demonstrates your unique value proposition to prospects as they evaluate your offer online. And the role of Inbound Sales is to bridge the gap between these online information and the unique needs of the prospects. Sales will take the position to connect, discover prospect's challenges and explore opportunities. The goal is to deepen the relationship with prospects to convert them into customers. 

It's worth the effort - start to streamline both Inbound Marketing and Sales.

Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.

• Pick up some marketing tips from our “How to” blog series 
• Read about The Digital Transformation Journey
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Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade