How Inbound Marketing Can Help You Sell More

Today’s sales environment is anything but traditional. The internet has revolutionized the way organizations sell their products or services. Those who still use old-school outbound marketing techniques, like buying radio and TV ads, billboards, and mailed marketing materials are not only wasting money on very expensive marketing but they’re also not getting a high ROI for their efforts. The fact is these traditional marketing techniques don’t work anymore. You can’t push your message onto people in the hopes that they’ll buy.

Thanks to the internet, the buyer’s journey has changed drastically over the years. Buyers now want to be in charge. They want to be informed about what and how to buy. But they want to gain the knowledge on their own. They don’t want the phone calls and the brochures. They want to go online and perform their own research, on their terms. And to make sure your site gets noticed, you can use online nofollow link checker.

To adapt to this new buyer’s journey, your organization needs to adopt inbound marketing. It’s the most effective and cost-efficient way to sell more in today’s sales environment.

Understanding Prospects at Their Level

Before your salespeople even get in contact with a new prospect, more than seventy percent of the sales process has already been completed. By the time prospects are ready to talk to a sales person, they already know about your brand, have learned about what you offer, and have started to form their own opinions about your company—all on their own.

Using web and marketing analytics as well as a CRM system, like HubSpot, the sales person can be completely up to date on what content the prospects have downloaded, what they searched for, and which pages they visited, how they’ve responded to email marketing campaigns, and where they are in the sales funnel. With inbound marketing, your salespeople will already have the data they need to understand prospects on their level, so they can have more relevant and meaningful conversations once the time comes to close the deal.

Consistently Full Pipeline

It’s pretty difficult for your sales team to sell more if they their lead pipeline has dried up. With inbound marketing, they’ll always have plenty of leads to follow up with. Not only will inbound help you generate a ton of leads from your website, but done right, it will only attract qualified leads—the ones who meet all of your criteria and are the most likely to buy your products or services. A strategy that can consistently deliver more leads and higher quality leads to your sales team is always worth the effort.

Brand Recognition

It isn’t easy to close deals when you own a small or mid-sized company that most people haven’t heard of. Many people don’t want to take the chance of buying from a new business. Inbound marketing helps you become a trusted voice in the industry—a thought leader. By sharing valuable and relevant content online, you will increase your brand recognition as well as your trust and credibility, so it will be easier for your salespeople to sell more.

Shorter Sales Cycle

An effective inbound marketing strategy can significantly shorten the sales cycle, which will allow your sales team to sell to more customers in the same amount of time. With a lead nurturing campaign, you’ll be able to move your leads through every stage of the sales process at a faster rate, by giving them relevant and targeted messages that help them make informed purchasing decisions, so they’ll be ready to buy.

Upselling to Current Customers

Inbound marketing isn’t just a great method for attracting new customers, it’s also a great way to upsell to your current customers. Armed with the right data, you can make product suggestions that compliment items they’ve already purchased, maximize product pages for similar products and use targeted email marketing based on prior purchases.

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