Inbound is a philosophy focussed on how people buy,
it encourages companies to be human.
When considering Inbound vs Outbound options, and which is right for you? it is important to understand Inbound like Revenue Operations requires a shift in thinking across the entire business model.
Your marketing, sales and client service teams can adopt the inbound methodology comprising
Attract
Engage
Delight
The Flywheel provides value and build trust at every stage, especially as technology continuously shifts.
Inbound puts the client at the
Create Inbound Marketing campaigns that serve prospects with helpful, valuable and remarkable content that builds trust.
Empower your sales team to sell in a humanistic and helpful way that converts more prospects and generates more profit.
Deliver outstanding client service management that builds raving
fans that buy again and refer
their friends.
By adopting the Inbound methodology you are able to build high trust levels, credibility and momentum with prospects that builds for long-term success.
Inbound culture is absorbed and felt by the client, which encourages repeat business and increased referrals, all as a result of your existing clients being promoters. The outcome is sustainable business growth in today's client-centric world.
Here’s how to think about each stage of the Inbound Flywheel:
Attract: Is about demonstrating your expertise and transferring this through a content strategy to build conversations and relationships
Engage: Is about building long-lasting relationships by delivering your content and solutions solve their challenges and helps them achieve their goals.
Delight: Is about delivering past the sale an outstanding experience that keeps adding tangible value to create raving fans that promote your company.
Considering the Inbound Methodology against your business in three simple areas allows us to see the following:
The current challenges your business is facing
How the inbound methodology helps overcome these challenges
The benefit of tools we use with HubSpot, the worlds leading Inbound sales, marketing & client services software.
Inbound is client-focused and attracts, engages and delights targeted prospects who are interested in what you provide, and who are actively seeking a solution by producing relevant and remarkable content that solves their problems as they conduct research online.
Outbound is business-centric and looks to disrupt and interrupt what the prospect is doing to draw their attention onto your product or service. It is usually less targeted and aimed at larger audiences by pushing information to them with an objective to gain a reaction or interest.
So why not create a marketing, sales and client service experience that people will love?
It's time to start supporting your prospects buying
Think about how you last bought and what process you went through: did you go online, research and seek information?
Who did you eventually trust and buy from? The ones you bounced off or the ones where they built trust with you and provided helpful content?
In this Business Leader’s Guide to RevOps for Scale Up Success, learn how high growth or scale up success rarely happens by chance.
It happens by design. RevOps is a smarter way to get you there.
Consider the following areas as guidelines only, why not set up a consultation with an Inbound Specialist to discuss your bespoke requirements as we regularly work with companies outside these guidelines and achieve outstanding success.
If you are seeking to build a strong online content, social and web presence plus lead generation is a primary objective - Inbound checks this box.
If your sales cycle from first touch point through to sales closed won is between 1 week to 12 Months and buyers require information at multi stages - Inbound checks this box.
If the value of your product or service is over £500 to £100,000 per transaction or combined contract value then - Inbound checks this box.
If your company annual revenues are in excess of £2m - £20m and you are investing circa 5-10% on marketing activities with around 40% going to digital - Inbound checks this box.
If your company has a direct sales model for its own product services with 2+ sales representatives, and is not franchise or channel reseller - Inbound checks this box.
If your company is looking to outsource its entire online / digital resources & marketing needs, or has one person marketing team that requires support - Inbound checks this box.
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