What Is The Inbound Sales Process?

To understand Inbound Sales, we need to start with buyers and how their behaviors have changed over the years.

Imagine for a moment what it was like to buy a product before the Internet existed. Back then, buyers really needed salespeople in order to make a decision. Salespeople held all the cards. They had answers to the key questions in the buyer’s mind. Questions like: What is included in your offering? What does it cost? How does it compare to other competitors? Who else is using your offering? And do they like it? Were all common place questions buyers asked sales people.

The Internet changed everything, including the buyer/seller relationship, and it's time to catch up.

Now, the information buyers are looking for to make an informed purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer, and the buying process was transformed.

But many companies never changed their selling process to match today’s empowered buyer. This is where the practice of Inbound Sales comes in.