Changing Trends Affecting Your Inbound Sales Strategy

by | Marketing Strategy

The times they are a changing…” We couldn’t agree more, Mr. Dylan. The time for a shift in how we view the sales process is upon us. Companies are at a crucial moment now where they must be aware of the shifting trends in how decisions are made and adapt to these changes. Here we will outline some of the major trends affecting the inbound sales process today, from technology to the buyer experience.

  • Technology as an Experience NOT a Service

The amount that companies will spend on technology in the coming years is expected to grow rapidly. As an inbound sales team, this is your chance to take the reins and turn technology growth into a competitive advantage.  You might not sell technology as the focus solution but talk to your prospects about how integrated technology plays a role in your organization such as superior support and client services or data analysis.

  • Shifting Cultures
It comes as no surprise that the global economy is in full force. What that means for you: the global economy is growing and companies have to fight even harder to stay in the minds of their buyers. Also, the make-up of the population is changing. As boomers begin to count on younger tech savvy generations, the millenials are growing in the decision making ranks as strong influencers. Knowing where this group of prospects are is key. The majority of millenials use social media, so implementing a killer social media inbound sales strategy for these prospects is essential.
  • Selling Products –> Selling Services –> Selling a Platform

We are in a sharing economy. The norm has shifted from having a product, to having a service, to having a fully integrated platform in which integrated buyers can easily use that product/service. How this affects you: your inbound sales team must sell the product/service as an experience. How buyers experience information, technology, and the decision process is a key factor in identifying their needs and wants.  It’s important to ask about all stakeholders in a company as intregrated decision making becomes more popular.

  • The Digital Buyers Behavior

If you’re not out there getting a grasp on how your digital prospects are making decisions, you’re missing the boat. The vast majority of B2B decision makers turn to social networks for their purchasing research. If you know your customer is on LinkedIn for most of their social interaction, then that is where a big portion of your social sales and marketing efforts needs to be. Know your prospects watering holes and you will have a shot at targeting them more effectively.

While Bob Dylan probably wasn’t referring to the changing inbound sales process, the times certainly are changing for salespeople and marketers. The time to understand these shifts and capitalize on what they can mean for your company’s future growth is now.


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