Good-fit, qualified prospects will move forward and make a purchase bad-fit prospects will opt-out, saving wasted time and effort in the long term. Rather than a hard-sell approach, the inbound sales rep focuses on buyer education, providing learning materials and information to help the prospect make the best decision possible. When the prospect is ready, they can set up a meeting with a sales rep. Because prospects enter the sales process of their own accord, they are naturally more qualified than if they were names on a call list. Doing so lets your sales team know that there is a potential customer interested in your products or services. The inbound sales process begins when a prospect converts on your company’s website. What is inbound sales?Īlthough the goal of inbound sales is the same, the approach is very different. This “won’t take no for an answer” approach brings in revenue and helps the sales reps hit their quota, but it can result in unhappy buyers who make things difficult for customer service teams down the line. A good sales rep can talk someone into making a purchase, even if it’s not in their best interest. Traditional sales processes value closing a deal above all else. It’s little surprise that nearly two-thirds of sales reps report that cold calling is the worst part of their job. Research from LinkedIn found that only 2% of cold calls resulted in a meeting booked. The problem with outbound sales is that it is inefficient and pushy. According to Spotio, outside sales represented more than 70% of all sales in pre-pandemic U.S, but that number has shifted during COVID and its aftermath. Some of these sales reps do “inside sales” - that is, over the phone, email, or video - while the majority do “outside sales” that involve meeting with prospects face to face. They reach out through cold calling, emailing, and other prospecting efforts with the hopes that they can find good-fit prospects they can sell to. In traditional, outbound sales most sales reps spend their time reaching out to potential buyers and guiding those prospects to make a purchase. Inbound and outbound sales are vastly different, and you need to clearly understand each to make a complete comparison.

Outbound sales rep engagex