{"id":5050,"date":"2017-07-23T19:20:20","date_gmt":"2017-07-23T19:20:20","guid":{"rendered":"http:\/\/postcron.com\/en\/blog\/?p=5050"},"modified":"2017-07-20T20:06:48","modified_gmt":"2017-07-20T20:06:48","slug":"how-integrate-inbound-and-outbound-sales","status":"publish","type":"post","link":"https:\/\/postcron.com\/en\/blog\/how-integrate-inbound-and-outbound-sales\/","title":{"rendered":"How do You Integrate Inbound and Outbound Sales?"},"content":{"rendered":"<p class=\"western\" lang=\"es-ES\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/How-do-You-Integrate-Inbound-and-Outbound-Sales_.png\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-5052\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/How-do-You-Integrate-Inbound-and-Outbound-Sales_.png\" alt=\"How do You Integrate Inbound and Outbound Sales_\" width=\"538\" height=\"281\" \/><\/a><\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">If you are reading this article there is a good chance that you are a CEO or a Sales Director. It\u2019s also likely that <strong>your main goal for this year is to close more sales<\/strong>,\u00a0and you might be considering improving sales funnel efficiency.<\/span><\/p>\n<p class=\"western\" lang=\"en-US\">It\u2019s also possible that you find many questions about your day-to-day job, your sales team, and the results. You might ask yourself how can you earn more money? How can you grasp prospective clients and convert them into sales opportunities? How can you establish a better sales process? How can you optimize resources and time?<\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">Don\u2019t worry because you are not alone. According to the latest study on <span style=\"color: #ff6600;\"><a style=\"color: #ff6600;\" href=\"http:\/\/www.stateofinbound.com\/?utm_referrer=https%3A%2F%2Fblog.hubspot.com%2Fmarketing%2Fstate-of-inbound-marketing-and-sales-research\" target=\"_blank\">Inbound Status in 2017<\/a><\/span>, <\/span><span lang=\"en-US\">the majority of the respondents agree that \u201cclosing more sales\u201d is their main priority and goal.<\/span><\/p>\n<div id=\"attachment_5054\" style=\"width: 595px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/marketing-challenges-2017.png\"><img decoding=\"async\" aria-describedby=\"caption-attachment-5054\" class=\" wp-image-5054\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/marketing-challenges-2017.png\" alt=\"Latin America Inbound Status 2017 p.15\" width=\"585\" height=\"600\" \/><\/a><p id=\"caption-attachment-5054\" class=\"wp-caption-text\">Latin America Inbound Status 2017 p.15<\/p><\/div>\n<p class=\"western\" lang=\"en-US\">To capture prospects has become a difficult task.<\/p>\n<p class=\"western\" lang=\"en-US\">This is due to the amount of changes the Internet has brought, where today people are exposed to information with a touch of a click.<\/p>\n<p class=\"western\" lang=\"en-US\">Here you can read, investigate, compare and analyze any product or service and make a decision. And users are ever so jealous of their privacy and time and don\u2019t like to the interrupted with phone calls or emails that don\u2019t offer valuable content and are only there to sell.<\/p>\n<p class=\"western\" lang=\"en-US\">So those of us who are dedicated to sales should take a second look at our strategies and approaches in search of prospects, contacts and sales.<\/p>\n<h2 class=\"western\" lang=\"en-US\"><span style=\"color: #ff6600;\">What are Outbound Sales?<\/span><\/h2>\n<blockquote>\n<p class=\"western\" lang=\"en-US\">Outbound Sales methodology is commonly known for making calls or sending cold emails to lists of contacts that are not necessarily interested in or don\u2019t need your business products or services.<\/p>\n<\/blockquote>\n<p class=\"western\" lang=\"en-US\">In many cases, the companies that follow these traditional sales practices assign their employees goals such as making a certain amount of phone calls a month or a week, thus making their main work objective focused on reaching a quota and not in capturing and engaging their clients to last a lifetime.<\/p>\n<p class=\"western\" lang=\"en-US\"><span lang=\"en-US\">However, this methodology faces major problems with the current consumer as <\/span><span style=\"color: #0000ff;\"><span lang=\"zxx\"><u><a href=\"https:\/\/blog.hubspot.com\/sales\/legacy-sale-dangers\"><span lang=\"en-US\">\u00a0<span style=\"color: #ff6600;\">Dan Tyre<\/span><\/span><\/a><\/u><\/span><\/span><span lang=\"en-US\">\u00a0from the HubSpot explains:<\/span><\/p>\n<ul>\n<li class=\"western\" lang=\"en-US\">It\u2019s possible that with Outbound practices you get some business, however, you probably close fewer deals with buyers who remember and share their experiences with other people and companies.<\/li>\n<li class=\"western\" lang=\"en-US\">Buyers comment with each other, especially if they had a negative buying experience or did not like something. The product may have been what they were looking for, but if their experience with the seller was negative this impacts the quality of the product.<\/li>\n<li class=\"western\" lang=\"en-US\">A poor seller can affect the company\u2019s reputation and cause damage in order to survive. Remember that today the power is in the hands of those who make purchases and not in those who sell.<\/li>\n<\/ul>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">This is why, and there are many other reasons, that leaders of HubSpot, Dharmesh Shah and Brian Halligan decided in 2014 that there were enough reasons to introduce a new sales concept and had the necessary technology to develop it: Inbound Sales, <\/span><span lang=\"en-US\">HubSpot CRM and HubSpot Sales.<\/span><\/p>\n<h2 class=\"western\" lang=\"en-US\"><span style=\"color: #ff6600;\">What are Inbound Sales?<\/span><\/h2>\n<blockquote>\n<p class=\"western\" lang=\"en-US\">This methodology leaves behind the \u201cAlways Be Closing\u201d or \u201cAlways close a sale\u201d we were used to and focuses on \u201cAlways Be Helping\u201d, where the sales person becomes someone who listens, shares interesting information and advises buyers.<\/p>\n<\/blockquote>\n<p class=\"western\" lang=\"es-ES\">\u00a0<span lang=\"en-US\">It\u00b4s basically a<strong> 4 step process that guides sales professionals down a path to get leads, at their own pace, so they turn into buyers or users of company products or services<\/strong>:<\/span><\/p>\n<p><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/Inbound-Sales-process.png\"><img decoding=\"async\" class=\" wp-image-5059\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/Inbound-Sales-process.png\" alt=\"Source: Hubspot \" width=\"572\" height=\"194\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<ol>\n<li class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>Identify\u00a0<\/strong>potential clients through interactions on the company\u2019s web page, blogs, social media or any other media related to the industry, products or services.<\/span><\/li>\n<li class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>Connect<\/strong>\u00a0with them, once all possible leads are identified through a personalized message.<\/span><\/li>\n<li class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>Explore\u00a0<\/strong>goals and needs with a phone call or meeting, in addition to finding out what is urgent.<\/span><\/li>\n<li class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>Advise<\/strong>\u00a0on a specific solution that can provide the company with challenges faced by a potential customer. It\u2019s important that a solution is found to the context of the company.<\/span><\/li>\n<\/ol>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">Now, you could think that doing this is easy, but the truth is that it requires being constant, determined and a willingness to get it done. In addition, you need a<\/span> trained <u><\/u><span lang=\"en-US\">team in the field and knowledgeable in using CRM.<\/span><u><\/u><\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>Inbound Sales<\/strong> requires sales representatives to \u201cwear multiple hats\u201d at the same time, know the product or service they offer most, listen and understand the needs of their prospective clients, generate and share useful content for each of their leads, guide and advise sales opportunities, and above all, be able to determine which leads have quality and which ones are not yet ready to close a deal.<\/span><\/p>\n<p class=\"western\" lang=\"en-US\">Patience is key in this new sales world since the seller has relinquished power to the buyer, but still must meet weekly, monthly, quarterly and annual quotas.<\/p>\n<p class=\"western\" lang=\"en-US\">Now that you understand what this new sales methodology is all about, you may be asking yourself how to get started on it with your sales team that is accustomed to dialing phone numbers all day, leaving voice mails and waiting to hear a voice at the other end of their headsets.<\/p>\n<h2 class=\"western\" lang=\"en-US\"><span style=\"color: #ff6600;\">How do you integrate Inbound and Outbound Sales?<\/span><\/h2>\n<p class=\"western\" lang=\"en-US\">The first objective of this article is to share 3 simple steps that allow your company to integrate traditional and modern sales practices to reach goals.<\/p>\n<h3 class=\"western\" lang=\"en-US\">1) Marketing and Sales Alignment<\/h3>\n<p class=\"western\" lang=\"en-US\"><span lang=\"en-US\">The key to start generating leads for Inbound sales is that\u00a0<strong>this practice is not limited to the sales department,<\/strong> hence a meeting should be held with both departments to establish what lead characteristics are being sought and what Marketing efforts are going to be reached in order to qualify them as MQL or Marketing Qualified Leads.<\/span><\/p>\n<ol>\n<li class=\"western\" lang=\"en-US\">Generate contents according to the different stages of the buying process<\/li>\n<li class=\"western\" lang=\"en-US\">Actively participate in the social media of the company<\/li>\n<li class=\"western\" lang=\"en-US\">Email campaigns based on content and on the stages of the purchase process<\/li>\n<li class=\"western\" lang=\"en-US\">Invest in search engines and social media<\/li>\n<\/ol>\n<p class=\"western\" lang=\"en-US\">On the other hand, sales must agree and commit quickly and effectively with each lead as soon as it receives this from marketing.<\/p>\n<h3 class=\"western\" lang=\"en-US\">2) Set CRM to differentiate Outbound leads from Inbound<\/h3>\n<p class=\"western\" lang=\"en-US\">One of the greatest advantages of CRM is that it\u2019s a tool that adapts to the sales process, even allowing to fully adapt to the sales process and enables you to establish properties for each lead showing their origin: inbound or outbound.<\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><strong>This is important so that any sales representative can know the origin of each lead<\/strong> because those who come for inbound practices require immediate attention, since if they are contacted in <\/span><span style=\"color: #ff6600;\"><span lang=\"zxx\"><u><a style=\"color: #ff6600;\" href=\"https:\/\/blog.hubspot.com\/sales\/sales-statistics\"><span lang=\"en-US\">less than 5 minutes their likelihood of customer conversion is multiplied 9 times<\/span><\/a><\/u><\/span><\/span><span lang=\"en-US\">, while outbound practice leads don\u2019t require this immediacy since they come from cold calls where users have not shown interest in the company\u2019s products or services.<\/span><\/p>\n<div id=\"attachment_5060\" style=\"width: 595px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/properties.png\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-5060\" class=\"wp-image-5060\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/properties.png\" alt=\"properties\" width=\"585\" height=\"280\" \/><\/a><p id=\"caption-attachment-5060\" class=\"wp-caption-text\">Source: Hubspot<\/p><\/div>\n<h3 class=\"western\" lang=\"en-US\">3) Personalized contact<\/h3>\n<p class=\"western\" lang=\"en-US\">Having leads that somehow show interest in company products or services, where they are qualified and the origin is identified, (allowing more time to investigate them and their needs) the next step is to make the first contact on behalf of the sales team.<\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">In the case of\u00a0<strong>Inbound leads<\/strong>, by using an\u00a0<strong>email, phone call, Whatsapp message<\/strong> or any other form you decide, you should take advantage of this space and <strong>customize the approach by offering any type of material that might be of interest.<\/strong><\/span><\/p>\n<p class=\"western\" lang=\"en-US\">Here is an example of an email with an inbound lead:<\/p>\n<p class=\"western\" lang=\"en-US\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/inbound-email-example.png\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-5061\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/inbound-email-example.png\" alt=\"inbound email example\" width=\"540\" height=\"423\" \/><\/a><\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">In the case of leads coming from\u00a0<strong>Outbound practices<\/strong>,\u00a0we can do the same thing, to <strong>personalize and humanize the experience in order to channel this through the sales funnel Inbound style where clients have the decision power and the sales people are there to listen and help them.<\/strong><\/span><\/p>\n<p class=\"western\" lang=\"en-US\">Here is an example of an email with an outbound lead:<\/p>\n<p class=\"western\" lang=\"en-US\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/outbound-email-examples.png\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-5062\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/outbound-email-examples.png\" alt=\"outbound email examples\" width=\"704\" height=\"272\" \/><\/a><\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\">To finish, I just wanted to remind you that the sales team must be updated on customer\u2019s behavior and actions, they must participate in the same channels, they must listen and know how to help clients whenever possible.<strong> The more human their approach, the better the results.<\/strong><\/span><\/p>\n<p class=\"western\" lang=\"en-US\">And you, what Inbound and Outbound marketing actions have you performed? Please let us know your experience with these strategies. By sharing, you add value and this is a great way to learn!<\/p>\n<p class=\"western\" lang=\"en-US\"><span style=\"color: #333333;\"><span style=\"font-family: Georgia,serif;\"><span style=\"font-size: large;\"><b>_____________<\/b><\/span><\/span><\/span><\/p>\n<p class=\"western\" lang=\"en-US\"><em><strong>About the Author<\/strong><\/em><\/p>\n<p class=\"western\" lang=\"en-US\"><a href=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/claragil.png\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-5063 alignleft\" src=\"https:\/\/s3.postcron.com\/blog-en\/2017\/07\/claragil.png\" alt=\"claragil\" width=\"224\" height=\"168\" \/><\/a><\/p>\n<p class=\"western\" lang=\"es-ES\"><span lang=\"en-US\"><em><strong>Clara Gil P.\u00a0<\/strong><\/em>\u00a0<em>Inbound Strategist for Simple Selling<\/em><\/span><\/p>\n<p class=\"western\" lang=\"es-ES\"><em><span lang=\"en-US\">Twitter. @<\/span><span style=\"color: #ff6600;\"><span lang=\"zxx\"><u><a style=\"color: #ff6600;\" href=\"https:\/\/twitter.com\/claragilp\"><span lang=\"en-US\">claragilp<\/span><\/a><\/u><\/span><\/span><\/em><\/p>\n<p class=\"western\" lang=\"en-US\">\n","protected":false},"excerpt":{"rendered":"<p>If you are reading this article there is a good chance that you are a CEO or a Sales Director. It\u2019s also likely that your main goal for this year is to close more sales,\u00a0and you might be considering improving sales funnel efficiency. It\u2019s also possible that you find many questions about your day-to-day job, [&hellip;]<\/p>\n","protected":false},"author":23,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-5050","post","type-post","status-publish","format-standard","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How do You Integrate Inbound and Outbound Sales? - Postcron - Social Media Marketing Blog and Digital Marketing Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/postcron.com\/en\/blog\/how-integrate-inbound-and-outbound-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How do You Integrate Inbound and Outbound Sales? - Postcron - Social Media Marketing Blog and Digital Marketing Blog\" \/>\n<meta property=\"og:description\" content=\"If you are reading this article there is a good chance that you are a CEO or a Sales Director. 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