Inbound Selling
In the age of information, buyers are much more educated about their options and have often done research before they even talk to a salesperson.
This shift in the prospect-sales dynamic has given rise to the inbound selling methodology.
Inbound sales focuses on bringing prospects to you (rather than conducting targeted outreach). Inbound salespeople focus on understanding their prospects’ pain points and buyer’s journey, educating them and acting as a trusted consultant, and tailoring their solutions to their unique context.
Strengths: Inbound is a less intrusive, cost-effective approach that brings in leads who are already interested in what you’re selling.
Best used when: Paired with an inbound marketing strategy. If you choose to implement an inbound sales process, make sure your organization is aligned across teams for success.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
