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Marketing & Tech
How Inbound Marketing Helps Sales People Sell More
Jul 21, 2016 | Matthew Cook lock
To remain relevant, competitive, and profitable, your organization must constantly evolve and adapt as the business world changes. Today, that means implementing inbound marketing. Inbound marketing is the methodology that consists of using content and digital marketing strategies, such as SEO, PPC, and social media, in order to lure quality buyers to your brand. It’s about giving people the information they want, at the right time, and in the right place.

Inbound marketing is not only the most effective way for you to gain brand recognition, to build loyalty and trust, and to generate quality leads, but it’s also the best way to help your sales team sell more.

Here are some of the ways inbound marketing will help your sales people close more deals.

They Won’t Have to Chase Down Leads Anymore
When sales people spend a large portion of their valuable time prospecting and chasing down leads, they have less time available to actually sell. When you implement inbound, your sales people will no longer have to perform these activities. They’ll have a sustainable and sizeable sales funnel to work with. They’ll no longer have to cold call, send cold emails, or knock on doors with the small hope of gaining a new lead. All leads will be given to them. Your marketers will distribute valuable and relevant content in the right places in order to attract these leads. Interested prospects will be knocking on your door to buy from you, so your sales people won’t have to chase them down anymore.

They’ll Benefit from More Qualified Leads
Your marketers will not only bring in leads for your sales people—they’ll bring in qualified leads. Your sales team will no longer spend time, effort, and resources on leads that just aren’t interested in or ready to buy—and may never be. The people who are downloading your ebooks, signing up to your newsletter, or filling out your online contact pages are doing so because they’re already interested in your offerings and they’re already active in the buyer’s cycle. This indicates that they’re interested and ready to buy, making closing deals that much easier and ensuring that your sales team doesn’t waste time anymore.

They’ll Benefit from a Shorter Sales Cycle
Once website visitors have given your marketers their contact information in exchange for valuable content and have been converted into leads, your marketers can then begin to nurture them down the sales funnel in order to shorten the sales cycle. They will send out personalized emails that match the leads’ interests, preferences, and current stage of the buyer’s cycle to get them ready to buy. Because the leads will be nurtured, they’ll be more informed and knowledgeable, making them ready to make purchasing decisions quicker. Your sales people will then be able to close more deals in a shorter amount of time.

They’ll Have Valuable Content to Share with Prospects
In order to close deals, sales people must gain trust and establish credibility. They must be able to bring value to the table—to show prospects why they should buy from them and not the competition.

Because inbound marketing revolves around the creation of great content, your sales people will be armed with all of the testimonials, case studies, infographics, and whitepapers that they need to build trust, credibility, and value, in order to close more deals.


It's Time
If you haven’t changed your marketing methods in years and your sales are now suffering, it’s time to make the switch to inbound marketing. With inbound, closing deals will be made that much easier for your sales team. Your reps will have more qualified leads, a shorter sales cycle, and valuable content, which will make it possible for them to sell more and generate more revenue for your business. If you want to stay profitable in today’s business world, switching to inbound is a necessity

About the Author:
Matt-Cook-SalesHubMatthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.
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