The way we buy has changed. As a customer, I have a problem that I want to solve. The product and its features don't matter to me - as long as I achieve my goal. For example, you don't want a 3mm drill but a 3mm hole.
That's why inbound sales starts with the customer. We have summarised how this works for you here
Conventional outbound sales strategies demand a lot of attention from potential new customers - regardless of whether they are interested in them or not. This is usually perceived as intrusive by the target groups - it's annoying!
This applies in particular to telephone acquisition. By contrast, Inbound Sales measures are designed to attract the attention of the right target audiences (Buyer Personas) - precisely when they are already looking for the solution to their challenge.
In Inbound Sales, sales staff can no longer assume that they can sell their product to a lead based on price alone. On the contrary: they know about the problems of leads and have a suitable solution ready. In this way they personalise the entire sales experience, which in the best case triggers a purchase decision.
If your company relies on Inbound Sales, you have to develop a sales process that accompanies the prospective customer on his way through the Customer Journey. You should consider the individual phases through which the buyers move: Awareness, Consideration and Decision. There are four matching actions - Identify, Connect, Explore and Advise - that inbound sales teams need to perform to support qualified leads and develop them into opportunities and ultimately customers. We call this process the Inbound Sales Method.
Identify the right business opportunities from the start: This can make the difference between success and failure. Knowing what matters also helps sellers create a predictable, scalable sales funnel.
In the "Explore" phase, inbound sales staff thoroughly examine the goals or challenges of their qualified leads to determine if their offering fits them well.
Inbound sales people connect with leads to help them understand their problem and their goal, and build trust.
Before making a purchase, an inbound sales representative must advise potential customers as to why their solution is uniquely positioned to meet the buyer's needs.
Smarketing is the process by which the sales and marketing teams are aligned and work towards common goals within a company or organisation. In addition, customer service is becoming more and more important in every company. It is therefore even more important that this team is also involved in achieving the company's goals. Thus the customer is completely in the centre of your flywheel and replaces the previous sales funnel.
The effective implementation of a long-term successful Inbound Sales strategy requires some essential basics.
Behind every purchase decision, there is a problem or need that wants to be solved. It is therefore crucial for the success of inbound sales to know the Buyer Persona (target person) clearly: The challenges, goals, buying behaviour, decision-makers, objections and fears.
The Customer Journey describes the path these personas take until they become your customers. Who needs to be involved in the decision-making process and when. What internal hurdles have to be overcome?
If you know your Buyer Personas and their journeys exactly, you can align the strategy and activities exactly to them - and thus accompany and facilitate the buying process. This is the core of every Inbound Sales strategy.
The most successful Inbound Salespeople are leaders not because they are natural-born salespeople. No, they constantly invest in their further development.
This is what the top performers are currently concerned with:
For all those who not only want to reach their quota but want to exceed it, we have developed the Sales Bootcamp.
In 10 weeks you will learn everything you need to know about how to generate more turnover through Inbound Sales.
Digital sales also need the right tools. But which are the right ones for me? We help you to identify and integrate them seamlessly into the existing setup in your company. To make sure the tools work for you and not the other way around.
Inbound Sales are a long-term challenge that involves many tasks. Every salesperson who takes the inbound path should be aware of this. First results can be achieved quickly, but in order to achieve more business success in the long run, you have to keep your eye on the ball. The ongoing review and result analysis of the activities, their optimisation and adaptation as well as the flexible implementation of new products, solutions and services in line with requirements are imperative.
BEE's approach was very structured and well organized. We received very good templates and thus had an excellent basis for copywriting. We were supported by the employees with a lot of expertise and creativity.
We experienced the cooperation as professional, transparent and constructive. The final result exceeded our expectations, especially in terms of the modernity of the design and the dynamism it radiated.
Ben Klein and his team were well prepared, very structured and took a detailed look at our market and our company. In the workshops, modern tools were used, the individual participants were picked up and their own views were clearly presented.
The cooperation was extremely collegial, open and efficient. My workload was mainly limited to the workshops and a few meetings between the workshops. Ben Klein knows what he is talking about, he is not a PowerPoint consultant.
The developed gameplan became a central instrument of our marketing, thank you Ben!
As a proven specialist in both classic outbound and web-based inbound marketing, Mr. Klein was excellent at sounding out the potential and needs of our business and adapting our business model to the new requirements in our market.
Thanks to his profound know-how and good intuition to think into other business areas, our cooperation in the workshops turned out to be very efficient and in some areas extremely innovative. New ideas were taken up, critically scrutinized and included in the implementation. The exchange went far beyond typical marketing. Especially managing directors of smaller companies will benefit from this sparring in terms of business development.
BEE connects the topic "website creation" compellingly with "positioning", and in a way that I have not known from other agencies so far. And in my view, it is precisely this approach that is the key to a successful new website. We have now gone through these positioning workshops together with BEE. The process was intense, crisp, "to the point" and free of typical consultant attitudes. The result proves to us that this approach was the right one, so we also gave the green light for the second part "website creation with BEE"."
We took the path from the rough to the detailed together with BEE in several workshops. The approach included a look at the big picture, a clear structure and concrete tasks to achieve the goals efficiently and on time. Thanks to BEE's great understanding of our market and services, long discussions and explanations were unnecessary. The BEE.GAMEPLAN is the essence of how to achieve the goals we have set for the future."
Ben Klein and his team developed a methodology with the BEE.Gameplan that helped us to tackle and solve a whole bundle of different challenges. Thus, the workshops resulted in more than a digital marketing strategy. In less than 3 months, thanks to BEE, we found answers for our new business unit, worked out the positioning, laid down concrete guidelines for digital marketing and got a concept for an inbound ready website! This was only possible thanks to the methodical approach, efficient workshops, open communication, lean organization and up-to-date tools that enabled easy collaboration.
With Ben Klein we also had a forward thinking marketing professional on our side, who with his business acumen and experience always kept the focus on the right topics and brought in new valuable ideas. Many thanks.
The BEE team has always worked with us in a courteous, competent and expeditious manner. We particularly like the strong results orientation and the focus on efficient technical processes in which the great creative ideas are embedded. This allowed us to create a really cool website that not only brings us a lot of positive feedback, but also new customers! And all this at thoroughly fair conditions for the entire BEE service package."
BEE convinced us with a clear structure: In successive workshops, a coherent inbound strategy including website design was developed and subsequently put into practice. The result is convincing and appealingly designed!"
Best Digital Growth Partner in Switzerland. You are ahead of the game..."
In the intensive workshops, in which the basics and the first details for the gameplan were worked out, both the good ideas of BEE and their critical approach and inputs really helped us. What I particularly liked was that Ben Klein took a serious look at our ideas, but also came up with constructive counter-suggestions and optimizations that would achieve the best result. Within a short time, good first drafts for our website followed and the new pages were structured and implemented very quickly.
The BEE team is very friendly, technically very skilled and always helpful. The collaboration was really fun. We are just as enthusiastic about HubSpot. The software is very intuitive to use and the handling of our customer communication runs efficiently and highly professionally.
BEE smoothes the way: to more visibility, more success, more growth. We often start by clearly identifying the potential and positioning of our clients and, with an unobstructed view, recognise where they are - and where they want to go. We actively support them on this path.
100+ large and small companies have already started with BEE.
Arrange a no-obligation meeting. We'll talk about your requirements and find the right pricing model for your growth goals.
Here’s a cool thing: For your digital marketing and digital sales success we have efficient, attractive services to offer, which we plan and set up according to your needs - as an individual service or as a package. Once your activities have been set up, we ensure that your digital marketing and digital sales machine remains in motion.
We find the infinite opportunities of the digital world incredibly exciting. Digitalisation and the associated mobile possibilities are a huge playing field on which we can bring brands and people together - therefore digital changes to the advantage of customer and supplier!