Are you choosing between outbound vs inbound sales strategy?
Many companies get inbound inquires from buyers interested in their products or services. So why reach out if possible buyers are already coming to you? Good question. The best way to answer is to share why some of our clients have chosen B2B focused outreach with us.
- Reach out to your real target market. One company considering outbound vs inbound sales wanted better quality leads. They had received many inbound inquiries and webinar sign-ups. The company reached out to these inbound inquiries and attendees. But these contacts did not represent the company’s target audience. Leads were not ready and qualified to enter the sales pipeline. This company decided to reach out to their prime target audience and build a strong sales pipeline through our services.
- Connect sooner and fill your sales pipeline faster. Another company had a steady stream of inbound inquiries from whitepaper downloads through their website. Thinking of outbound vs inside sales, they wanted to interact with the higher qualified potential buyers who downloaded the whitepaper. They also wanted to begin building relationships, take care of immediate needs, and determine next steps. Through our sales development and sales and marketing efforts, this company delivered a large percentage of highly qualified leads to their sales team faster.
- Reach out to target accounts in a consistent, focused fashion. all while maintaining a solid sales team. One of our clients, a company already implementing marketing automation software, was focused on nurturing and developing opportunities to increase sales pipeline and improve sales. However, they realized that they didn’t have the time to build a sales strategy, build a sales plan or build a sales team to build sales pipeline to penetrate target accounts or additional departments in accounts. With our help, they were increasing revenue and sales by implementing sales strategies to profile and penetrate additional target accounts and departments in their territory.
- Nurture and penetrate second tier accounts while sales focuses on the first tier. Another company had field representatives selling a niche product to a niche market. They focused on nurturing and developing leads in a few, large key accounts. They had little time to devote to a consistent effort to profile and develop opportunities in other accounts in their territory. Their complex product was geared to high level C executives in major corporations. The company worked with us to profile and penetrate second tier target accounts in their territory.
Today, the Internet, social media, and economic shifts are speeding up the rate of change and innovation in inside sales lead generation and appointment setting.
However, companies still find value in developing a business development sales strategy plan. They implement either outsourced sales development or build a sales team to exceed sales.
Optimize your outbound vs inside sales strategy. If you want to develop the best action plan to increase sales, the best go to market strategy and provide the best advice for salespeople learn more