The Difference Between Outbound Sales and Inbound Sales Leads

One of the most popular trends in online marketing nowadays is “Inbound Sales.” But what exactly are they? What sets them apart from traditional sales techniques? Is it essential to hire an experienced and skilled inbound salesperson to handle this aspect of your business?Inbound Sales

The most significant difference between outbound and inbound sales is their origination from the marketing team. Generally, the marketing group is responsible for creating the lead used in the inbound process. They are also responsible for generating enough interest in the product or service that you have to offer. They should work closely on giving attention, thought leadership, timely information to target audiences, and increased market visibility. All of these tasks should be handled by a skilled and experienced inbound sales professional. If you’re interested to learn more, read some of Jeff Lerner Reviews on his website.

When discussing the methodology of generating leads, two main groups should be distinguished the Prospective vs. the Sales Person. Both parties are involved in the same activity, but the role of each party differs when discussing the methodology. In short, the prospect is the person interested in the product or service, while the sales professional is the one who is qualified to close the deal and make the sale. This division of labor is what makes Inbound Sales different from traditional sales methods.

Another way Inbound Sales differs from traditional sales techniques is its use of cold calling. When using cold calling to generate leads, it is the Sales Professional who comes on the line and acts as a sales agent for the company. These representatives usually come from the company’s sales force, or from the marketing department. Some companies even provide online cold calling services to their clients. However, with the increase of technology and the decreased time for a phone call, many companies are now considering alternative means of getting information to prospective buyers.

The primary goal of both methods is to gather information from the buyer. However, with inbound sales calls, there is a chance that the prospective client will be more interested in the product or service itself, than he will be in closing a deal with the company. It is also not uncommon for sales professionals to use a combination of personal persuasion, as well as cold calling. This is commonly done by the professional who are trying to close the sale, and the one who is listening. Many times this conversation takes place while the two are talking on the phone or sitting in a coffee shop.

One interesting trend in the area of selling is how sellers have started turning to the Internet, to get information about their customers. Some companies use traditional methods of cold calling to gather information about potential buyers, such as making calls to corporations, or sending out promotional materials. However, more sellers are seeing online buying as a way to not only reach out to more potential buyers, but also to reach out to people who would not typically be a part of the buying decision. Through inbound sales methodology, these people could be encouraged to take the product or service for a test drive, or even to complete a larger transaction.

Another interesting trend, seen recently is where the process is taking place within an organization. For instance, it is common for corporate leaders to meet with their sales and marketing department to discuss goals and strategic goals. With the meeting, goals can be set that will help guide the different departments toward meeting specific goals and objectives. Generally, however, inbound sales professionals and those doing outbound marketing are not really talking about the same thing. By understanding and defining clearly the difference, we can create a better working environment and increase overall profitability.

By understanding these differences between the two types of sales communication, the professional who is involved in inbound marketing and sales training will be able to provide his or her client with the tools and guidance they need to get the most out of that communication. This will include finding out what types of inbound sales leads or prospects there are that are best to pursue. By aligning with the right people in the market place, the process can become far less complicated. For example, finding the right group of buyers can be as simple as asking the appropriate questions during the strategic planning meetings. By using the information gained from the inbound sales conversation and using the information and data provided by the outbound marketing group, it is possible to see how the marketing and selling activities are making money for the organization.