Inbound Marketing Insights

Gone are the days when sales teams could rely on a one-size-fits-all approach to selling. In today's market, it's critical to understand the unique needs and preferences of each prospect and to cater your sales process accordingly. By taking the time to understand the prospect's persona and where they are in their decision-making process, salespeople can create a personalized experience that speaks directly to their individual pain points and goals. This approach not only increases the likelihood of closing the deal, but it also builds trust and establishes a strong relationship between the buyer and seller. So, if you want your sales team to succeed in today's competitive landscape, it's time to embrace the power of personalization.

The following are the four phases of the Inbound Sales journey: Identify, Connect, Explore & Advise. In this blog, we'll cover some of the top ways your sales team can optimize the "Identify" stage of the inbound sales process.

By working together, your inbound marketing and sales teams can identify prospects who have challenges that your company can help solve. This helps to identify strangers to your brand, and re-engage known contacts to become interested in connecting with sales to learn more. Marketing and sales working together can approach this task by looking at the following:

• Individuals who have repeatedly visited your website
  You can identify the specific pages these prospects are looking at for more information. For example, if you have someone looking at your services, pricing, or testimonials pages, they may be a good fit for your sales team. Marketing can also identify the prospects who have visited your site several times in the last month without asking to connect with sales. These may also be good target sales prospects.
• Individuals who have opened your emails and engaged with your content
  Marketing can also identify prospects who have opened several of your emails. From there, the marketing team can even segment prospects engaging in case studies, demo videos, free trial offers, and more. These prospects would also be a good fit to consider sending to your sales team.
• Anonymous companies that visit your website
  Marketing software can track anonymous visitors to your website through IP address information. With information about companies that visit your website, you can identify the pages a visitor viewed and how long they viewed those pages. Salespeople can use these insights to connect with people at that company by phone or LinkedIn (or email if they have tools to gain that information) to engage with the prospective buyer.
  
  

Personalizing the sales process is key to unlocking the full potential of your sales team. By understanding the prospect's needs and preferences, salespeople can tailor their approach to address unique pain points and goals. This creates a personalized experience that speaks directly to the prospect, which will increase the likelihood of closing the deal and establish a strong relationship between the buyer and seller. By taking the time to truly understand the prospect's persona and where they are in their decision-making process, your sales team can provide a level of service that sets your company apart from the competition. 

Are you looking for ways to optimize your inbound strategy? The "book "Mastering Inbound Marketing: Your Complete Guide to Building a Results-Driven Inbound Strategy," written by Elyse Flynn Meyer, Owner & Founder of Prism Global Marketing Solutions, covers every aspect of the inbound marketing methodology, including the revenue generation trifecta of marketing, sales, and the customer experience. Check out the book to see how to most efficiently and effectively develop, implement, and maintain your inbound strategy.