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Post Info TOPIC: How to set up an inbound sales department from scratch?


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How to set up an inbound sales department from scratch?
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The purchasing processes have changed and, therefore, we must also adapt the sales processes. Traditional sales chase users; on the other hand, inbound sales attract customers. Therefore, if what we want to attract are customers, we must give them something they want to sky marketing.

Surely you already know this theory of inbound, but do you know how to carry it out? To set up an inbound department that can develop this type of strategy, some aspects must be taken into account. In this article I will tell you.

 

list_altIndex of contents

  • Why invest resources in inbound sales?
  • The 10 keys to keep in mind before setting up the inbound sales department
  • Necessary profiles in the team

Why invest resources in inbound sales?

To refresh the concept a bit, you can consult this article in which we talk in more depth about inbound sales. And, before starting to tell you about how to set up an inbound department, it is interesting that you take into account the benefits of a strategy of this type atblue world city:

  • These are easily applicable and easy to implement strategies.
  • This is an immediate method, which prevents the lead from getting cold.
  • Save time as many processes are automated.
  • Knowing the user very well and knowing at what point in the purchase process they are reinforces engagement, boosts sales and allows greater loyalty.
  • Therefore, the ROI increases considerably.

The 10 keys to keep in mind before setting up the inbound sales department

Before starting with the inbound sales department, there are some processes that must be very well defined . It is about answering these 10 key questions:

  1. How is your buyer persona?
  2. How are your leads?
  3. How is your product / service?
  4. How is your company?
  5. How is your sales process?
  6. Do your leads go through a prior nurturing process (from marketing)?
  7. How long does it take a contact to decide on your product / service?
  8. How many meetings are usually necessary to close the sale?
  9. What is the main objection of those who do not end up buying from you?
  10. What is the Customer LTV?

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1 How is your buyer persona?

The buyer persona is that ideal customer profile of the product or service you offer. To know him you must take into account different aspects, from where he lives to other more specific details about his way of acting online, personal or professional interests and, of course, also the relationship with your company.

As you well know, inbound is based on offering content that adds value to arouse the interest of your target audience. Thus, building the profile of your buyer persona is absolutely key to being successful in your strategy , since you will be able to identify their concerns or needs and give them a solution. If you are able to detect the pain of your ideal client, you will be able to know his driver , that is, what prompts him to consult his problem on Google or if he is a firm candidate to buy our products or services.

2 How are your leads?

Here it is important that you know what your leads are like and how they reach you. That is, it is through:

  • Cold door
  • Events
  • From your website or social networks
  • If they know your brand or not
  • If someone has recommended

Knowing where your leads come from, you will know where you should focus. Thus, if they do not know you, you must first establish a relationship of trust, know their pain very well and let them know you so that they know what your company does and, in this way, they can start to follow you.

How to capture these leads? You can do it in two ways: online and offline:

  • Options for capturing leads online:

    • Download content
    • Subscription to the newsletter
    • Web page
    • RR.SS.
    • Videos
    • Online advertising
    • Collaborations with other companies
    • Buying BD
  • Offline lead capture options:

    • TV, radio and press
    • Events
    • Street marketing
    • Mail advertising

3 How is your product / service?

Analyzing this point is also key before setting up an inbound sales department. And it is that you must study:

  • If you offer a staple solution .
  • How the customer perceives your brand and what is the real value you provide (it is important to study customer expectations).
  • What is the price range of your product or service.
  • What are the main competitors.
  • If your competitors are more expensive or cheaper than you.
  • Whether there is high or low demand

In this regard, there are 5 points that you should keep in mind:

  1. It depends on the customer's need.
  2. It should be a scalable and recurring product.
  3. It differs from an existing offer from the competition.
  4. It is priced with high margin.
  5. It is accompanied by a strong investment in marketing.

4 How is your company?

Analyze how your company is :

  • Whether it is big or small.
  • If it is B2B or B2C.
  • If you are an SME, entrepreneur or freelance.
  • What are the departments and what are the functions of each of them
  • How is the relationship between marketing and sales? Does it have to be adapted in some way?

5 How is your sales process?

Before organizing an inbound sales department it is important to know the entire sales process in detail :

  • Length of the sales process.
  • How many people are involved until the customer is captured.
  • If there is a final decision maker.
  • If the sale is in person or online.
  • If the closing is by call or telemarketing.

6 Do your leads go through a prior nurturing process (from marketing)?

The good alignment between marketing and sales will prevent the main objections that are in the commercial department when they begin to manage commercial opportunities. These objections, if they are identified in advance, can be solved and work from marketing.

7 How long does it take for a contact to decide on your product / service?

Once the client is in the hands of the salesperson:

  • How long does it take until you finish buying?
  • Is it a long or short process?
  • Are there doubts or objections?

8 How many meetings are usually necessary to close the sale?

We know that each case is different and that there will be longer sales and shorter sales, but it is important to have identified some conflicting meetings and to know why they are.

For example, imagine that in most meetings number 4 the customer falls. Analyze: why does it happen? Could it be because it is the one where you talk about the price? Perhaps you could consider presenting a fork or range in some previous phase, for example. This way you would avoid allocating so many resources and meetings to a client who, finally, is not interested.

9 What is the main objection of those who do not end up buying from you?

It can seem a bit strange, especially compared to traditional sales, in which if someone doesn't buy from you, they simply won't buy from you; you don't chase him. In inbound we try to ask for feedback in all possible areas.

Therefore, we are very interested in knowing the opinion of the leads who have not finally bought. For this reason, you could, for example, make a call after the event, when the sale has already cooled down, and ask with total transparency why an agreement could not finally be reached, how the negotiation process failed, etc. Explaining that the call is not with the intention of selling or pursuing, but to improve as a company.

10 What is the Customer LTV?

Knowing the Customer Lifetime Value is very useful to be very clear about where to put efforts:

  • Is it preferable to retain or attract new customers?
  • Do we have possible up-sellings and cross-sellings?

 

Necessary profiles in the team

The profiles required for an inbound sales department will depend on the issues raised in the previous section in which we have defined the sales department processes and all the implications it has.

Review your strategy and design the model that best suits the needs and casuistry of your company. I propose four examples:

Example 1

We simply find a team leader, for example, a commercial director who has 5 different commercials , in which each one treats their leads and that can be linked randomly, by country ... And that, in theory, they all follow the same processes and work in the same way.

Example 2

A variant of example 1: we have a sales manager or team leader and we have different specialties or different vertical channels in our company that we want to attract. In this case, we will surely have a deputy director or a person responsible for that specialty and, below, the different commercials that are only focused on a single specialty.

For example, in a company that sells mobiles, computers, and televisions, the agents in each vertical will only sell their specialty items.


Example 3

Although it seems similar to the first, this example has some differences. In this case, it is the sales director who welcomes the functions of different departments that make up the companies . This model is common in B2B processes or industrial or technological companies.

Example 4

In this example we have a unified sales and marketing director who has different lines and deputy directors below him. Below these, will be the "sub-sub-directors".

It is interesting to identify which are the necessary profiles in our company. The issues discussed and the alignment processes between sales and marketing will depend on them.

The most important thing is to validate the strategy, review all the points that can influence our inbound base and design the model that best suits our needs and casuistry.

And you, have you set up your inbound sales department? What peculiarities does your company have or what difficulties did you encounter? I would love to hear your experience in the comments section!



Qnnit



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Anonymous

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Blue World City is the top & foremost opportunity for the investment in Islamabad. At affordable prices, they are offering residential & commercial plots.

For further details, you can contact Tajarat Properties.



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