Running an inbound and outbound sales team can be a laborious process. But with the right team and processes, you can definitely achieve the results you’re aiming for.
Some companies think that they’ll use an inbound sales strategy to close better deals. Others say they need an outbound sales strategy to increase prospect conversions. But have you thought of combining these two strategies?
In this article, we’re going to take a look at the best practices for building both inbound and outbound sales and how you can implement both to fill your customers’ sales funnel.
Inbound vs. outbound sales
As you opt to combine these two strategies, it’s important to know what their main differences are and how each of them works. The main difference between inbound and outbound sales lies where the lead begins.
Inbound sales
In inbound sales, the lead begins from potential customers reaching out to your brand. Therefore, inbound sales professionals have a higher potential to prepare for inbound sales conversations.
However, not all inbound sales leads are ready to be converted into sales. Other inquiries can still be exploratory. Some don’t have a real intent to move forward in the buying process, and some buyers’ needs aren’t aligned to the services offered by a company.
Outbound sales
Whereas outbound sales lead comes from prospecting a potential customer who shows interest in your brand’s products or services.
Sales conversion relies heavily on the outbound sales team or business development team. It includes the process of sales prospecting and responsibilities like building target lists of contact information that can be shared with the marketing team.
Admittedly, outbound sales can be more challenging to acquire. But with a good outcome, can help sales professionals expand their network significantly.
Best practices for building inbound and outbound sales strategies
Running an inbound and outbound sales team can be a laborious process. But with the right team and processes, you can definitely achieve the results you’re aiming for.
To help you with these processes, here are some of the best practices for building inbound and outbound sales strategies you can do as a team.
Define your goals and buyer’s journey
Instead of “checking the boxes” that the sales manager laid out for your team, you have to re-channel your focus into listening to your buyers’ needs. You have to identify and support your own preferences in the purchasing process.
Buyers don’t want to feel prospected. If your strategy aims to box them into your checklist, this will only add zero value to the buyer’s needs. If your sales team cannot add value to their needs, the buyer has no reason to engage with your team at all.
To prevent this from happening, inbound sales teams should first map their goals and buyer’s journey. Make sure that at every touchpoint in their journey, you’ll have a corresponding resolution.
Customize messages and statements
Inbound and outbound sales professionals need to learn how to construct concise messages. You can uncomplicate your messages and statements by leveraging a point of connection between your customer and your brand.
Make sure you don’t send templated statements and always customize your thoughts and messages. Customizing ensures that it resonates with the buyer’s specific needs.
It also helps to develop a message articulated clearly and briefly that doesn’t rely on heavy jargon or lofty vocabulary. Remember to always consider the customer’s words when deciding what to prioritize in your discussions.
Gather support among decision-makers
Marketers and sales professionals need to exchange ideas and merge their support to acquire a fruitful planning and unified business strategy with the entirety of their sales team.
To build support among stakeholders inside and outside, sales professionals should be open to suggestions, changes, and different approaches from other experts.
Make sure to document every content and process and treat it as a master strategy that everyone can reference. Compile all these suggestions in mind, as you implement both a strong inbound and outbound sales strategy.
Why inbound and outbound sales strategies are better when combined
The priorities of your existing customers and potential prospects are fragmented across personal wants and market pressures. Due to high market competitiveness, the marketplace is filled with pricing pressures, and tight schedules, among others.
To be a successful sales professional, you need to change your pitch. You have to do a lot of research work, explore new tactics, and personalize approaches to make your customers’ messages resonate.
This readiness is necessary to have meaningful conversations and to execute better sales. The combination of inbound and outbound sales strategies will enable your sales team to successfully pursue new approaches and opportunities with your existing or potential clients.
You’ll discover a lot more about how your business processes when you take the step of combining both inbound and outbound sales strategies.
