Well-versed sales reps will be all too familiar with the terms inbound and outbound sales – the two distinct approaches they take to engage leads and close deals. But if you’re a small business owner without the support of an experienced and dedicated sales team, then you’ll probably be a bit confused by what the two entail and just how they differ.
In this article, we’ll take a look at the differences as well as the pros and cons of each to see which one is the appropriate match for you and your business.
Put simply, the inbound approach is a methodology in which the needs, challenges, goals and interests of individual buyers are prioritised above all else – including the sale itself. Rather than closing the sale as soon as possible, inbound salespeople glean information from customers to steer – as opposed to push – them through the decision-making process.
This approach places a lot of importance on the way a lead flow is optimised; analysing the buyer’s digital behaviour means that salespeople are better able to craft a personalised sales approach for each individual as a result.
The more time you spend on these prospects, the better your chances of converting them into long-term customers.
What are the pros of inbound sales?
This means you can immediately identify if they’re a potential customer without further need to contact them - you already know what they’re after, which makes converting them from leads to sales a lot easier.
What are the cons of inbound sales?
Outbound sales: a definition
The main difference between the two is that outbound sales involve you reaching out to leads via more traditional methods. Instead of addressing pain points, outbound calls are focused on prospecting. Simply put, it’s any tactic in which a sales rep reaches out to a cold lead to make first contact.
What are the pros of outbound sales?
If the general consensus has been positive, then you can go forward with the launch. If not, then no worries, you can reconfigure things and do it again; it hasn’t cost you anything except the time it’s taken you to gather info and feedback.
What are the cons of outbound sales?
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Which is the right approach for you?
Hopefully, you’ve seen that both methods undoubtedly have their positives, but there isn’t really one single approach that fits most businesses. If you favour one, then it’s a good idea to bolster it by peppering in a few methods from the other, especially since there’ll be periods where no one is engaging with you.
By mixing the two, you can measure the results of each through CRM reporting. From here, you can see which tactics are working well and those which aren’t producing the desired results, providing you with insights into the proper combination of the two.
Experiment with multiple balances, and you’ll be able to fine-tune and discover what produces the optimal results.
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The views, opinions and positions expressed within this article are those of our third-party content providers alone and do not represent those of Gazprom Energy. The accuracy, completeness and validity of any statements made within this article are not guaranteed. Gazprom Energy accepts no liability for any errors, omissions or representations.
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