What Does the Inbound Sales Process Look Like?

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Massive time commitment: You have to build a solid inbound foundation, or your strategy will erode. There’s a time “startup cost” for every campaign and sales tactic your team rolls out.
Doesn’t (always) work for high-ticket items: Inbound sales gives the initial research power to the customer, which makes converting high-ticket items more challenging. If an objection isn’t addressed in the original sales content, you may lose the sale before you’re even aware it existed.
Demands a diverse skill set: Your team needs an array of skills to make content marketing work, including writing, editing, data tracking, and more.
Data is king (but can be confusing): Data is central to closing deals, predicting outcomes, and forecasting sales. But tracking data and ROI with an inbound sales strategy can be difficult, especially when leads are coming from so many channels.
To optimize the pros and mitigate the cons, you need a solid CRM to track your results across channels. Otherwise, you’ll never know how effective your campaign was—or how to replicate it.

Every inbound sale is different because every prospect has different questions and a different level of interest before making a purchase.

Some prospects can read one article and are ready to buy a $1,000 product. Others need 10 to 20 touchpoints over several months (or years) before they even sign up for a free trial.

You must understand the buyer’s journey to build iceland telegram data an effective inbound sales process. Then, you can develop an approach that supports your customers throughout the entire sales process.

What Does the Inbound Sales Process Look Like - Close CRM
1. Identify and Capture Your Ideal Customers
The first step in inbound sales is defining your ideal customers and understanding their problems. Your most successful customers (who get the most value from your solution) likely have certain things in common—like company size, pain points, industry, and goals. These criteria, put together, create your ideal customer profile (ICP).