Inbound Sales

Marketing are doing their job but deals seem to be slipping through the cracks.

Everyone’s got their own story, but it’s difficult to tell the truth from the tale.

Inbound Sales

You’ve got a great product or service and you’re producing some juicy content.

Leads are coming through thick and fast but what comes out the other end isn’t quite as inspiring.

You might be using a CRM already but instead of relying on data, you’re still relying on salesperson gut feel.

The pressure from your Exec team is mounting. It’s time to step up your game…

Imagine a world crafting sales tactics for sales teams instead of learning about their deals.

A world where you can focus on the motivational and let the technology handle the detail.

Actually, if you walk into any successful inbound sales organisation that’s exactly what you will find.

Sales reps don’t even have to think about the process, it’s laid right out in front of them.

All they need is the right type of support and they will do what they do best.

You’ve got a great product or service and you’re producing some juicy content.

Leads are coming through thick and fast but what comes out the other end isn’t quite as inspiring.

You might be using a CRM already but instead of relying on data, you’re still relying on salesperson gut feel.

The pressure from your Exec team is mounting. It’s time to step up your game…

Imagine a world crafting sales tactics for sales teams instead of learning about their deals.

A world where you can focus on the motivational and let the technology handle the detail.

Actually, if you walk into any successful inbound sales organisation that’s exactly what you will find.

Sales reps don’t even have to think about the process, it’s laid right out in front of them.

All they need is the right type of support and they will do what they do best.

Inbound Sales Process

STEP 1: ALIGN SALES AND MARKETING

Before going anywhere near a CRM, you need to agree the rules of engagement.

Is your lead score representative of your conversion rate? At what point does a Deal revert back to a Lead? These are two of the obvious, but there are countless other agreements you need to make up front.

STEP 1: ALIGN SALES AND MARKETING

Before going anywhere near a CRM, you need to agree the rules of engagement.

Is your lead score representative of your conversion rate? At what point does a Deal revert back to a Lead? These are two of the obvious, but there are countless other agreements you need to make up front.

STEP 2: TEACH YOUR SALES PROCESS

Most reps will create their own sales process unless you teach them one.

Make sure your qualification is explicit, don’t rely on previous systems and training. When it comes to appraisals, you’ll be glad everyone is on the same page.

STEP 2: TEACH YOUR SALES PROCESS

Most reps will create their own sales process unless you teach them one.

Make sure your qualification is explicit, don’t rely on previous systems and training. When it comes to appraisals, you’ll be glad everyone is on the same page.

STEP 3: SET UP CRM AND AUTOMATIONS

It’s time to set things up, but don’t go off on your own yet – whether you’re in sales or marketing.

You’ll need to define your deal stages, add the relevant filters for your industry, connect all your integrations and design your automations.

STEP 3: SET UP CRM AND AUTOMATIONS

It’s time to set things up, but don’t go off on your own yet – whether you’re in sales or marketing.

You’ll need to define your deal stages, add the relevant filters for your industry, connect all your integrations and design your automations.

STEP 4: CREATE REPORTS

Better reporting is one of the main benefits of having a connected Inbound Sales Strategy and CRM.

Determine what metrics you will be measuring your sales reps performance against. Is it call connects, it is email responses, is it demos or just closed deals? Let them know what you’ll be looking out for.

STEP 4: CREATE REPORTS

Better reporting is one of the main benefits of having a connected Inbound Sales Strategy and CRM.

Determine what metrics you will be measuring your sales reps performance against. Is it call connects, it is email responses, is it demos or just closed deals? Let them know what you’ll be looking out for.

STEP 5: TEST AND ITERATE

Sales processes are living beings. They change with the times, with the markets and with the inner workings of the company.

Collect feedback on how well the inbound leads and CRM are working for sales reps. Do they need more training? Does the lead score need adjusted? Are they qualifying hard enough before creating a deal?

STEP 5: TEST AND ITERATE

Sales processes are living beings. They change with the times, with the markets and with the inner workings of the company.

Collect feedback on how well the inbound leads and CRM are working for sales reps. Do they need more training? Does the lead score need adjusted? Are they qualifying hard enough before creating a deal?

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