Inbound Sales: What Their Nature Is And How To Use Them

Zurab Samushia
Jul 16, 2021

What are inbound sales?

Inbound sales is another term defining sales to warm and hot clients – unlike pushing sales to cold clients, which is alternatively known as outbound sales. So, the inbound definition is to sell your company’s product to an interested audience, which is characterized in this way:

  • they are already somewhat or fully knowledgeable about your product and/or company
  • they might have questions and doubts, which you should cover and close
  • they are partially or fully interested in buying your product
  • they don’t need the involvement of a business developing manager, as they are already attracted to your product or company.

Thus, inbound sales are regular sales that a salesman does: talks to clients, makes routine product presentations, listens to questions and objections to clarify and withdraw them, makes drafts of contracts, delivers quotas, leads a client towards the deal closure, and works with a client during its continued lifecycle: makes repeated sales, up-sales, cross-sales, delivers other products of the company and provides consultations that a client might need during cooperation with a company after the first purchase.

In this type of sales, the utmost focus should be done on customer satisfaction to cover their needs and create trustful relations. This helps not so much receive a sale but a person/company that will be willing to buy from you, as they will clearly envision the closure of their pains with your offer.

Outbound meaning

Outbound sales are alternatively known as business development, which is the attraction of cold clients by outreach. When working on business development, personnel of this direction does all the usual work to gain new customers for a company:

  • email and cold phone marketing
  • online advertising through banners, textual ads, Google search, paid promos
  • taking part in various exhibitions, presentations, fairs, promotions, and events
  • distributing printed advertising among people
  • placing large banners on the streets and vehicles
  • working with the company’s own website and landing pages
  • other actions to create informational outreach and gain leads or prospects from the available market.

Inbound vs outbound sales tools

There are some tools, which are used by inbound sales:

  1. Define your customer’s portrait and needs.
  2. Analyze their need for your products and how well they close existing pains.
  3. Align your warm sales with cold sales.
  4. Be helpful and help.

Instead of trying to close a deal no matter what, try to focus on consultation, explanation, and demonstration of how your product can help a customer. In this way, you’ll be able to build more long-lasting and proliferating relations with your clientele, profitable for each side.

In a cold process of outbound sales, it might be your primary goal to attract, worrying about nothing more. While in much warmer inbound sales, your goals are to build relations with a client, make them lasting, close deals, and be always helping, focusing not on sales per se but on dealing with the client’s pains.

Inbound vs outbound marketing are not competitors but they fulfill and support one another. If you wisely align their flow, it is possible to build a more thorough process structure in your company, which will steadily work in favor of your revenues.

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