With the changes in buyers’ behaviour, you have to spend more on marketing initiatives and lead generation. But what if you outsource this challenging process to professionals and optimise your inbound sales?
In this article, you’ll learn why engaging an inbound sales agency is a good idea and how your business can benefit from this.
Do You Need to Optimise Lead Generation?
How can you know that your lead generation isn’t effective? These signs will tell you that your sales process requires optimisation:
- Your sales team is overloaded. If your sales reps have to find leads and do prospecting, they can’t be productive in either activity. Making calls, setting appointments, writing emails, researching, and qualifying potential customers can be too much for several people.
- You generate low-quality leads. When lead researchers have a vague ideal customer profile (ICP), they will find “wrong” prospects. Those people won’t be interested in your product or service, so you’ll spend your efforts to engage someone else’s audience.
- You can’t find enough prospects to fill your sales pipeline. When salespeople have to make many calls, correspondence, demos, or appointments, they leave less time for generating and nurturing leads. This results in an unbalanced pipeline and, therefore, inconsistent revenues.
- You spend too much time researching for leads. If you don’t use any software for researching potential buyers, your lead generation process will be unproductive. Manually, you’ll get results pretty slowly. But once done faster, your list can include irrelevant contacts.
What Is an Inbound Sales Agency?
An inbound sales agency is a marketing company that uses inbound sales methodology. With this methodology in mind, sellers are focused on the personal experience of each potential buyer rather than using a traditional outbound approach.
The typical sales method assumes cold outreach, shifting to the demo phase once the prospect shows interest and showing the same presentation to everyone.
But inbound sales representatives approach each prospect individually, personalising messages, customising presentations, and choosing a comfortable time for communication. And to make this process effective, you need to align marketers and sales teams.
The Key Elements of an Inbound Sales Strategy
Once your sales team switches to inbound marketing, it has to assist each customer’s experience. You need to embrace three key stages of your inbound buyer’s journey with four actions.
- Awareness. At this stage, potential customers understand that they have a problem and only start to think of a possible solution. For inbound sellers, it’s vital to identify the pain points and figure out how their offer can address the prospects’ needs.
- Consideration. Now potential customers have a clear intent to find the right solution. They consider the advantages and disadvantages of various proposals. Inbound sales reps need to connect, learn more, and show them your value proposition.
- Decision. This is the endpoint of the buyers’ journey, and they finally select the proper offer. Ideally, by this moment, salespeople have reached out to prospects to advise and convince them that their product can help best.
Consequently, the inbound sales method requires a thorough analysis of your buyer personas and further assisting them at every stage of the purchasing process. And the inbound agency can do that professionally –– here’s how.
How to Optimise Your Lead Generation Process with an Inbound Sales Agency
The inbound agency will analyse your ideal customer and identify the buyer journey
The quality of generated leads starts at the quality of your ideal customer profile. Or, there can be several buyer personas with as many relevant details as possible. These peculiarities will help marketers segment the audience and understand the needs of each prospect.
The correct ICP will help identify the type of content to post and the types of channels to use for it. And once attracted, sales reps will move leads down the sales pipeline with personalised assistance. With inbound sales agents, leads feel support throughout the whole buyer journey until they turn into customers.
Marketers and sales reps will work together to ensure the best lead generation results
Inbound sales agencies make sure that the efforts of both teams are aligned and focused on filling the sales funnel with high-quality leads. Inbound sellers will embrace every touchpoint from the first interaction with potential clients to email customer support.
This way, they will grow customer brand awareness satisfaction and ensure their flawless experience. From website content to email copy, inbound sales reps will work with marketing specialists hand in hand. They will share the responsibilities for various aspects of the lead generation and sales processes. While in-house teams can’t always boast such cooperation, turning to agencies can be a win-win option.
Your inbound sales agent will use advanced automation tools to generate high-quality leads quickly
The tech stack of a sales team is as critical as their overall strategy. Advanced lead generation tools allow researching potential customers based on multiple parameters. They will consider profile information like stated interests and relevant job details.
But above that, with professional tools, specialists can consider relevant triggers on social media, including shares, reposts, likes, comments, or any activity in communities. These could be groups on Facebook or some specific forums. In addition, all the received data should be uploaded to CRM and classified accordingly for a further procession.
Professional inbound marketers will measure the impact of all their efforts on revenue
Analysing the effectiveness of your marketing campaigns and sales methods is the key to success. It’s essential for business owners and top managers to know how your ROI changes with every acquired customer.
Tracking attributed revenue, conversion, and organic traffic to your website are also crucial metrics for inbound specialists. They will deliver detailed reports with key analytics to help executives make data-driven decisions on the lead generation process. This will help understand how much return the marketing and sales activities bring and immediately adjust the strategy once needed.
Final Words
Traditional sales techniques have become less efficient nowadays. That’s because buyers require a more personalised approach and need a customised experience. Inbound sales agencies introduce the method meeting these new requirements called the inbound sales approach. And companies that partner with such agencies benefit from the stable inflow of leads and consistent revenues.
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