In order to understand what exactly is the difference between Inbound and outbound sales. All you need to know is:
Who made the first call?
Leads are the lifeblood of most organizations and receiving them in various ways paves the way for more business.
In very simple terms, inbound sales is a personalized helpful, and modern sales methodology. Inbound sales are when prospects come to you, searching for you. They are often referred to as “warm leads” because the prospect has actively shown interest in the product or the service which is being offered by the organization. It starts with attracting qualified leads using various strategies. In this, the companies pull interested prospects and check if they are a fit for their product.
There are 4 stages in inbound sales.
Remember, nobody wants you to force sell them, people want choices and love to choose. However good it might seem, it’s not free from challenges.
Undoubtedly, Inbound often brings in more relevant, higher ticket-size customers that are ready to listen to you but it takes a lot of time to build a reputation and status to get people to come to you.
Thus, it works best when you have the time and resources to build a presence in the market that will make the customers come to you.
Also Read: 4 Effective Strategies to Win at Inbound and Outbound Sales
Outbound sales are basically the door-knocking technique, wherein the salespeople reach OUT to the prospects with the intention of selling the product or services.
Crafting a compelling sales pitch is crucial here, as it needs to effectively communicate the value of your offering and engage the prospect in a meaningful way.
There are a lot of people who are a good fit for your solution but haven’t heard about you, so you need to go out, find them, and explore whether their pain is severe enough for you to be fit.
In outbound sales you don’t need for the right customers to find you, instead, you choose your customers. Make a list and be specific. All you need to do is go out and start instead of waiting for the right people to click your ad or read your article.
With any outbound sales process, here are the steps you need to work through:
You have to build the conversation from scratch. You have to create a requirement, And you have to patiently educate the user and guide him through the journey before he is ready to make a decision!
This is just a bird’s eye view but it’s super important to understand the differences between the two and pick/implement the right sales flow for your business.
| Basis | Inbound Sales | Outbound |
| Meaning | It begins when a lead comes from a potential customer reaching out to your organization to inquire about the product or service. | Outbound sales begin with a potential customer who expressed interest in a product or service offered by the company. |
| Goal | Developing strategies to ‘pull’ customers towards you. | Directly reaching out to prospects for selling a product and service. |
| Lead Status | Leads are highly interested and educated. | Leads are less engaged and aware. |
| Challenges | Requires a well-designed website, reliable analytics and long-term commitment. | Requires time and resources to educate and guide potential customers in their initial stage. |
| Example | SEO, E-mail marketing, content marketing, social media marketing. | Cold-calling, Email outreach, Social- selling, Paid media |
Whether it’s inbound or outbound sales, it’s important to have the systems in place to help your prospects understand and follow their role throughout the sales cycle.
A system will not only help the employee to easily understand and execute the process correctly.
It helps you to do things efficiently, save time and get the most out of each team member’s time
A lot of these things can seem daunting for a business owner who is just starting out or building a sales team from scratch, but in a sales management software, we have most of these processes built to automate so that you can start a solution within a couple of days.
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Naval says:
Outbound marketing is generally harder to track and less profitable than inbound marketing.
~ start targeting them in your search campaigns
~ Google Adwords can save you by making related campaign
~ Prioritizing tasks and optimizing it can help
~ Use keyword data to understand market behavior