Inside Sales

Experience Matters

Inbound Sales

Inside sales is the dominant sales model for B2B, tech, SaaS, and a variety of B2C industries.

What is Inbound Sales?

Inbound sales is a sales methodology that prioritizes the needs, challenges, goals and interests of individual buyers. Instead of focusing on closing the sale as soon as possible, inbound salespeople work to meet consumers where they are and then guide — not push — them through the decision-making process.

By analyzing a buyer’s digital behavior during the awareness and consideration stages of the buyer’s journey, the smart inbound salesperson will be able to craft a helpful, personalized sales approach for each individual.

Ultimately, the extra time and care you put into educating your prospects will increase your likelihood of converting them into successful, long-term customers.

What is the Difference Between Inbound and Outbound Sales?

Outbound sales is the traditional sales approach involving cold calls, trade shows, purchased contact lists and other activities some would deem spam-worthy in today’s day and age. In other words, outbound sales is the act of “pushing” your message out to a large number of people who may or may not be interested in your product.

On the other hand, the inbound sales methodology is the act of “pulling” interested prospects to you and then qualifying them based on their fit.

Think about it this way: When you’re cold calling a lead, is it because they’ve expressed a need for your product or service, or are you making an assumption? The bread and butter of inbound sales is that it encourages buyers to hand that information to you, so you don’t have to make sweeping “outbound” assumptions.

But contrary to popular belief, you can use outbound sales tactics in an inbound way. In fact, you should!

How Do I Use Outbound Sales Tactics in An Inbound Way?

Mass Markets provides the right mix of both inbound and outbound sales tactics  and it is necessary to truly grow as a company. In some ways, you could consider outbound sales as synonymous with prospecting: it’s the act of sourcing leads, whereas inbound sales is the act of following up with and nurturing those leads.

For Mass Markets, the crux of inbound sales, then, is context, resources and research. Even if you’re following up with cold-sourced leads, you can perform some quick research to understand the explicit fit and implicit interest of those leads and then contextualize your follow-up message to fit the inbound framework.