How to build a solid inbound sales strategy?

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We are now reaching the most interesting section: How to build a solid inbound sales process?

That's what we're going to explore now!

Step 1: Identify your current lead capture process
The first step is to take a look at your current process and see what's working and what's not.

Ask yourself the following questions:

How do I attract new leads?
What is my sales organization?
How many people are on my sales team?
What is my sales pitch ?
What are my main channels?
What is my conversion rate?
How much time/money does it cost me to generate each lead?
This will allow you to identify the pros and cons and find challenging opportunities to administration directors email list implement or reorganize your inbound sales strategies .

Step 2: Define your buyer persona(s)
To build a solid inbound sales process, you'll also need to know more about your buying process and your target market. That's what step two is all about.

To do this, you will need to create one or more buyer personas. A buyer persona is a semi-professional representation of your ideal customer, based on market research and real data about your current customers.


A buyer persona brings together general information about your ideal buyer.
Creating a buyer persona will help you understand the key needs and challenges of your target audience.

You'll be able to create content that answers their questions, meets their needs, and provides them with the solutions they're looking for.

If you want to go further, we have written an article on how to create a buyer persona.

Step 3: Identify the main stages of the sales funnel
Once you've completed the first two steps, it's time to identify the different stages of your sales funnel.

The sales funnel is basically the journey your leads take before becoming your final customers.

Whether B2B or B2C, there are four main stages in a typical sales funnel:

Awareness: At this stage, your leads are not yet familiar with your brand/product/service. They don't know that they have a problem or that there is a solution for it;
Consideration : Now, they are beginning to realize that they may have a problem and are looking for solutions. They may be comparing different options and products;
Decision : They have decided to purchase a product or service to solve their problem. They are trying to find the best deal possible;
Action: Finally, they have made the purchase and become your customer.
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Of course, this is a very simplistic view of the stages of the sales funnel . In reality, it's often more complex than that.

But this will give you a good framework to start with.

Once you identify your buyer personas' sales funnel, you'll know exactly at which stages to apply inbound sales techniques!

For example, if your leads tend to fail at the consideration stage of the funnel, you might want to create landing pages, forms, and other resources that can help them compare different offers and opt for the most interesting one: yours!