There are a large number of small businesses who are unable to enjoy the services of an inbound marketing agency. So, their team works without luxuries of partnership with such agencies, making it hard to grow customers and increasing sales.

Small companies carry a mindset of earning low revenue without taking benefits of marketing agencies but, their sales team has much more potential than they have imagined. It is possible for the sales representative to perform much better without any assistance of these companies. All they need is a complete education about the inbound marketing strategies which enable them to apply it in their own business environment.

Currently, I have partnered a long-term client in order to coach one of the representatives. She posts blogs, places calls, tweets and sends emails with links or attachments every week. She is completely generating all the inbound sales strategy and so, she is referred as the mini marketer in her own space. The company has started a new journey and is highly flooded with new services. The mini marketer is using Sidekick as well as HubSpot CRM in order to optimize all sales activities. It also enables her to generate reports which allow her to improve her own performance.

In the previous coaching session, our team members were analyzing the metrics and data collectively about her sales strategy. She expressed confusion or aggression if her calls were ignored or answered with resistance in few cases. The answer was quite simple that the prospects were unable to engage with her as they were in their early stage to resolve the issue. It means that the prospects were not ready for discussion of solutions.

One of the most important aspects of the inbound marketing strategy is the recognition of the time when the prospect is within early stage of problem identification and he is searching for its solution actively or he wants to discuss the issue. This process is basically the understanding of buyer’s journey.

If the marketer is able to understand buyer’s journey stage, he is completely ready to start an appropriate conversation. The most important point here is that it approximately takes 10 touches before the prospect becomes ready for purchase. But there are a large number of factors affecting the purchase and they vary in every situation. The ultimate way of handling first verbal connection is the engagement of the prospect within a contextual conversation and find out the stage of buyer’s journey.

A lot of time is required to become a marketer. The first thing is the commitment of time to create content, publish it on various platforms and spend time over social media sites to promote it. After that, the time is important to grow customer’s connection and sufficient time is required to let this connection ripe and be mature. In previous decade, salespeople went to each building and knocked nearly hundreds of doors to get one appointment. In conclusion, the representatives said that it takes nearly hundred calls to make an appointment and then nearly ten calls to make one sale. This theory is similar to the inbound efforts. The only difference lies here is the examination of the metrics and putting the value as how much prospects are opening the email and clicking the link.

One other HubSpot CRM pro feature is where you are organizing and managing the documents and links them to the documents within CRM. I always recommend my sales rep to get with the flow of messages, voicemails, and emails and they should follow the longer time for email sequences. They should always try to keep nurturing relationship for few months by keeping strong digital relationship.

When the reps want to learn to use their data by the use of HubSpot and Sidekick, they will be given a larger opportunity to grow customers. Such free tools allow positive change for this sales force if they are used in a proper way.

During all this discussion, you might realize the usage of inbound sales and inbound marketing. Inbound Sales is a subset of Inbound Marketing. Inbound marketing is a broader term which includes, branding, advertisements, sales etc.

If you are a small business and your sales team has not developed any marketing strategy then it’s important to start it now. Here are the four advantages of the inbound marketing that shows the sales team need inbound marketing strategy as soon as possible

  1. Save Your Time and Money:

The most basic advantage offered by inbound sales is that it allows you to identify the behavior of customer and then develop the buyer persona. With this approach, a large amount of time and money can be saved and all leads, not matching persona can be easily removed.

  1. Helps You in Getting Qualified Leads:

Most sales teams spend their larger efforts and time in lower quality prospects. With the help of inbound sales, your sales team can improve your quality of lead with effective and relevant campaigns. The inbound sales strategy easily grows customers that are interested in the product you are offering. When you are offering your products to the valuable visitors through content, the process is not only going to help you in assisting sales team but it also offers huge sale.

  1. Build Communication Between Marketing and Sales Team:

What happens in some companies is that, marketing and sales team have some troubled relationships without any alignment of their goals. So, effective communication helps in the collaboration between the marketing and the sales team with help of service level agreement. This agreement holds both teams to be accountable for each other. It also allows the measurement of the outcomes of teams.

  1. Facilitate Meaningful Discussions:

The days are gone when sales team made deals by blabbering some influential works. Because of a large amount of information available on the internet, people are no longer following such persuasive words. With help of inbound sales, the sales rep can play the role of an educator rather than the plain seller with few words to talk about. With good understanding of the buyer journey, a sales rep can build up a strong and meaningful discussion with the lead.

Visit our free inbound marketing certification course to learn all these skills and be your own inbound marketing expert and develop the sales strategies. The Buzz Stand is a digital marketing company in Rohini and we use both inbound sales and inbound marketing to help our clients achieve success.