Mike Dastic -The inbound sales methodology was born due to the change in the purchasing process that internet access has brought to companies and users.

In this post, Mike Dastic is going to tell you in detail what this method of approaching sales consists of and what are its main differences with traditional methods. I will also present you 4 inbound sales actions that you should take into account for your business strategy. We continue?

Have you ever wondered what made inbound marketing come about? Yes, there is a fact that is closely linked to the birth of inbound, a fact that marked a before and after in the way users buy and inform themselves, and this was the appearance of the internet around the 90s.

Before the Internet era, companies controlled the information that the consumer received, this being a one-way communication.

Mike Dastic -The moment search engines appear, information begins to circulate more freely and it is no longer companies that dominate the type of information that consumers receive, at least not in its entirety. At this moment, the client takes control of the information and begins to evolve towards what we know today as the modern buyer, a user who has the necessary tools at his fingertips to be well informed of all the possibilities before making the purchase decision. .

Mike Dastic -Differences between the traditional sales process and the inbound sales methodology

The differences between the traditional sales process and the one proposed by inbound marketing are many, and in this section I will detail them.

Traditional sales process

* There is no knowledge of what phase of the purchase cycle each customer is in.

* Cold door techniques are used to contact the user, something that can be very intrusive.

* They use the same persuasion techniques with all potential clients, ignoring at all times the personalization and status of each one of them.

* The center of the sale is the company itself, at no time is this the client or their needs.

Mike Dastic -Inbound sales process

* Prioritize customers based on the purchase phase in which they are.

* Build trust by participating in online conversations and contacting with personalized messages.

* They advise users in order to further strengthen the relationship with them.

* They investigate the needs of the potential client to know what they need and how to offer it.

* They offer personalized presentations and adapt the sales process to the customer's purchase times.

* The center of its actions is the customer and the satisfaction of their needs, leaving the company relegated to the background.