Sales is changing.
Gone are the days of spam, cold calls, and blind walk-ins.
With the rise of the Inbound methodology, a mass-driven sales approach just doesn’t work. Today, marketers and sales reps are coming together to forge a new revenue driven approach, with Inbound Marketing and Inbound Sales at the helm.
And what is Inbound Sales, exactly?
Inbound Sales is the process of putting the buyer first. You focus on each individual buyers’ personal goals, needs, and pain points. Prioritizing the customer above all else is what makes Inbound Sales so successful.
Just think – when you cold call a potential buyer, is it because they already expressed a need for your product or service, or are you just making a sweeping assumption? With inbound, the focus is on building solutions and closing rather than on saying whatever it takes to get another customer.
Sales with A Solution
You can create a personalized sales approach for each lead you follow up with. All it takes is a little bit of puzzling out how the buyer engaged with the Inbound Marketing process. From there, all you need to do is create a buyer persona.
A buyer persona is a partially fictional representation of your ideal customer. Buyer personas are incredibly valuable for your sales team because, before you can prioritize your buyers or sell to them, you have to know who they are. The better you understand your buyer persona’s needs, the more proactive you can be in supporting them with the right tools and information.
Used correctly, persona profiles can help your aligned sales and marketing team get a better grasp on what makes your prospects tick. With these insights, your team will be able to understand exactly what each prospect is looking for and develop a meaningful connection before they even make that first call.