Here’s What You Need Before You Start Building
Posted: Tue Jan 28, 2025 4:57 am
But as sales trainer Mor Assouline puts it: “Inbound leads are sales’ biggest opportunity—and biggest failure. We think because it's inbound, we don't need to try.”
Where organizations tend to go wrong is recognizing that inbound is a team effort. Disconnect between sales and marketing ultimately results in unhappy customers. The last thing you want is to promise a world-class solution in your marketing campaigns, only to let customers down when sales say that isn’t a reality.
Your entire team must be on the same page for inbound sales to work like a well-oiled machine. That includes:
Messaging and positioning. What makes your product or service unique? How does it stack up against the competition? Consistency in communicating these details to a customer makes your solution more attractive. They know exactly what they’ll get, so by the time your warm outreach starts, the lead already knows what you’re offering.
Offers. Promotions are a key part of marketing—Statista found india telegram data that 19 percent of shoppers use discount codes for shopping inspiration (beating celebrity endorsements and online forums). Make sure sales can follow through on these promises by agreeing on campaign times, qualifying criteria, or special offers beforehand.
Brand guidelines. What tone of voice does your business use? Whether you’re familiar with corporate jargon or prefer to show personality, give inbound leads the same consistent experience—no matter who they’re talking to.
Before we dive deeper into the inbound sales process, make sure you’ve laid the groundwork with these four pillars:
An understanding of the customer journey. Whether you’re relying more heavily on blog posts or social media, cold emails, or LinkedIn outreach, you need to know which channels your buyers are using. That’s where a well-defined buyer journey comes in. Work with marketing to craft a plan that captures the lead’s initial interest, nurtures that interest, and encourages them to make contact.
Where organizations tend to go wrong is recognizing that inbound is a team effort. Disconnect between sales and marketing ultimately results in unhappy customers. The last thing you want is to promise a world-class solution in your marketing campaigns, only to let customers down when sales say that isn’t a reality.
Your entire team must be on the same page for inbound sales to work like a well-oiled machine. That includes:
Messaging and positioning. What makes your product or service unique? How does it stack up against the competition? Consistency in communicating these details to a customer makes your solution more attractive. They know exactly what they’ll get, so by the time your warm outreach starts, the lead already knows what you’re offering.
Offers. Promotions are a key part of marketing—Statista found india telegram data that 19 percent of shoppers use discount codes for shopping inspiration (beating celebrity endorsements and online forums). Make sure sales can follow through on these promises by agreeing on campaign times, qualifying criteria, or special offers beforehand.
Brand guidelines. What tone of voice does your business use? Whether you’re familiar with corporate jargon or prefer to show personality, give inbound leads the same consistent experience—no matter who they’re talking to.
Before we dive deeper into the inbound sales process, make sure you’ve laid the groundwork with these four pillars:
An understanding of the customer journey. Whether you’re relying more heavily on blog posts or social media, cold emails, or LinkedIn outreach, you need to know which channels your buyers are using. That’s where a well-defined buyer journey comes in. Work with marketing to craft a plan that captures the lead’s initial interest, nurtures that interest, and encourages them to make contact.