In the sales world, there is a never-ending war going on right now. Inbound vs outbound sales. What difference does it make? For your company, what’s the right approach? This is the right article for you if you decide whether to create an inbound sales machine or set up an outbound sales team, or grow a hybrid sales team.
You’re not alone if you’re wondering if outbound or inbound sales is the best approach for your business. This is an issue with which many B2B company owners struggle. That’s why companies hire b2b marketing agencies to get the most benefits out of it. Each strategy needs a different way of acquiring new prospects, so each will have a different effect on the bottom line of your company.
Before we jump into which one is the best approach let’s know what is Inbound and Outbound sales…
What are Inbound sales?
Sales that come to you are Inbound sales. You or your business on the Internet was seen by a potential client/customer, stumbled upon a worthwhile piece of content, or saw you listed in a reputable journal.
They further inquire, understand that they might benefit, and reach out from your services. This is a smooth, warm lead that transforms very quickly into a customer. It’s an inbound sale here.
And What are Outbound sales?
Sales that you went out and earned are outbound sales. You reached out (probably multiple times), talked over the phone with a lead, and eventually got the sale. You need to inform the consumer about how your approach suits their requirements. This is also a cold call for several weeks or months that turns into a customer. It’s an outbound sale here.
Now that we know the definition of Inbound and Outbound sales… Let’s talk about which one is better for your B2B Business?
Although inbound sales are newer and sleeker than their counterparts, to reach optimum sales, both need to work closely. And while the current inbound marketing patterns have a variety of tools, outbound is often neglected, as “marketing ninjas” mention that these old school strategies have not improved in the past few years.
Why Inbound sales?
- Build Brand Awareness: Content is a driving factor for inbound marketing and revenue, and it helps to improve the organization’s exposure. Over time, this draws new prospects and helps to get a wider audience to recognize your brand. Practices such as social media blogging and posting help introduce your brand to prospective customers and encourage them to connect with you before heading to your websites.
- Sustains Trust with Prospects and Customers: B2B purchasers are more likely to buy from companies they trust. By supplying them with content that solves their business issues, the inbound approach helps build a partnership with your clients.
- Provides Value by Educating Your Target Audience: The inbound approach is very focused on the needs of the customers and provides useful data. Buyers take a regular glance at the internet to find answers to their problems. Instead of talking about Outfight goods or services, the inbound approach addresses the issues facing their target demographic and the value their brand can offer.
Why Outbound sales?
- Provides Highly Targeted Outreach: You have power over who you contact and when for outbound sales. At this point, the sales team will qualify prospects and withdraw those who are not likely to become clients. This is unlike the outbound strategy that directs buyers into being a consumer through the journey.
- Personalized Contact: One of the greatest advantages of the outbound strategy is that it provides the ability to rapidly establish a link with your prospects. Having them on the call helps to start developing a relationship quicker and, without depending on brand recognition, can help raise awareness about your company.
- Faster Result: Outbound sales teams, without waiting for customers to find them, will immediately enter their target market. This approach also provides prospects with immediate reviews. This knowledge can be used by companies to make improvements to their process and improve their sales plan.
The hybrid approach:
There are undoubtedly elements of both that relate to your company now that you have seen the difference between inbound sales and outbound sales. The great news is that you will benefit from integrating both approaches into your business.
Instead of following only one path to sales, more and more B2B businesses are finding success by taking a hybrid model to their sales process. Brands are best able to target a larger audience by including the inbound approach and complementing it with conventional outbound marketing strategies. And hey, if you don’t have sufficient inbound leads in the first place when handled correctly, outbound sales can be extremely powerful to prop up the funnel. In using the information analysis of inbound sales and the constructive outreach of outbound sales, take the best of both worlds.