Inbound or Outbound: what sales methodology is right for you?
As your business starts to gain traction, it’s important to have a solid sales strategy outlined to ensure its ongoing success. But the question presents itself, what sales method is right for you? In this article, we will examine the differences between Inbound (digital) and Outbound (traditional) sales methodology so you can best shape your sales strategy to your company’s needs.
Outbound or Traditional Sales
Traditional sales tactics are what we refer to as “outbound”, meaning that the flow of information comes from your company’s sales representatives out to your prospects. Traditional sales methods are heavily reliant on a team of sales reps that are offered a base salary or are incentivized through commission (or a combination of the two).
In today’s digital environment, this is the less convenient of the two options we are presenting in this article. However, just because traditional sales is an old tradition, doesn’t mean its not for you. Depending on your industry, traditional sales can still be the way to go. That being said, in almost every industry today, your traditional sales methodology can benefit from marrying with modern sales tactics like inbound marketing.
Inbound, digital sales methodologyA more modern approach to sales is to be digitally driven. Modern sales differs from traditional sales in that the flow of information isn’t limited to outbound reach. Inbound marketing and sales tactics involve creating solutions that are flexible and tailored to your target’s unique needs.
Leads are also more often than not more qualified by the time they get to your sales funnel because they have been brought in by a solid digital marketing strategy (also known as Inbound marketing). Inbound marketing strategies position you as an expert in your field through valuable, entertaining or actionable content that benefits your target market.
Some inbound methods that combine sales & marketing are:
- Social Media
- Email marketing
- Google Adwords & Remarketing
What’s right for you?
Every company must build up its own particular sales process depending on its market, vertical, offerings, and industry position. What works for one organization will undoubtedly fail for another. Take time and think about who your target is and truly care about solving their needs. This will push you towards a unique sales process that benefits your company and its clients.
Looking for sales methodology advice? Get in touch with our team of pros for a discovery call and start your journey to a proven sales strategy today!