The world is going digital. Your company needs to adapt in order to thrive in today’s market. Traditional outbound marketing techniques, like billboards, radio and TV ads, and brochures, just aren’t effective anymore. They won’t help your sales team sell more.
If you want your salespeople to succeed in today’s market you need to enable their success. And this means integrating inbound marketing tactics. Inbound is now the most cost-effective and efficient way to generate leads, nurture prospects, and convert them into paying customers. It will allow for predictable, sustainable, and scalable sales growth—which is exactly what your company needs to stay competitive and profitable now and in the future.
What Is Inbound Marketing?
You’ve probably heard the term being mentioned in the past few years, but you might not know what it truly entails. Well, inbound marketing is a non-intrusive way to reach your prospects and customers. It’s about creating, sharing, and promoting valuable content to enable prospects to find and engage with your brand, and then, eventually become qualified leads that your sales team can convert into customers.
It might seem scary to you and your salespeople to drastically change the way you market and sell your products or services, but implementing inbound marketing is worth the effort. It has a high ROI and it absolutely will help you increase your sales. Here’s how it can help your sales team succeed.
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Attract Leads Instead of Chasing Them Down
Prospecting and chasing down new leads is probably the least enjoyable task within your sales team. It forces them to be pushy and interrupt potential customers—which many salespeople simply do not want to do.
Inbound marketing eliminates this task. They won’t need to cold call anyone or pitch anything to prospects. They won’t have to try innovative tactics to get their foot in the door and get buyers to listen to what they have to say. Nope. The leads will come to them. When you put out valuable, informational, and relevant content into the digital sphere, you’ll attract leads and get them knocking on your door to buy from you, instead of the other way around.
Close More Deals with More Qualified Leads
Just about all salespeople at one time or another have spent too much time and energy trying to sell to unqualified leads. Of course, this is a waste of time that could be better spent on prospects who are more likely to buy. With inbound marketing, marketers will be able to pass along only the most qualified leads to your salespeople.
Once leads have downloaded an ebook, signed up to a newsletter, or provided their contact information in exchange for other content, your marketers can now nurture the leads through personalized messaging and shorten the sales cycle. Your salespeople will only receive the leads once they’re near the bottom of the sales funnel and most ready to buy.
More Content to Make Selling Easier
Inbound marketing is all about creating relevant and valuable content to attract and nurture leads. Well, this content—the infographics, case studies, whitepapers, and testimonials—can also be passed along to your sales team to use during sales calls. Armed with the right information, your sales team will be better able to close deals.
Make the Switch to Inbound
Digital-savvy customers are now looking for information online before they make purchasing decisions. They no longer rely on your sales team to provide them with the information they seek. They’d rather be in control of the process, gain knowledge on their own, and make the first move in contacting your sales team. It’s time to adapt to the new sales process and switch to inbound. It will allow you to stay relevant and competitive in today’s drastically changed market.
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