{"id":15060,"date":"2022-05-11T09:27:09","date_gmt":"2022-05-11T07:27:09","guid":{"rendered":"https:\/\/gn24.dev.growth-ninjas.net\/b2b-sales-with-the-inbound-sales-strategy\/"},"modified":"2023-08-30T22:57:17","modified_gmt":"2023-08-30T20:57:17","slug":"b2b-sales-with-the-inbound-sales-strategy","status":"publish","type":"post","link":"https:\/\/cache.dev.growth-ninjas.net\/en\/b2b-sales-with-the-inbound-sales-strategy\/","title":{"rendered":"B2B sales with the inbound sales strategy"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"15060\" class=\"elementor elementor-15060 elementor-12755\" wpc-filter-elementor-widget=\"1\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-da3b060 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"da3b060\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d03623b\" data-id=\"d03623b\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f0673bf elementor-widget elementor-widget-text-editor\" data-id=\"f0673bf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<div>\n<p class=\"Standard1\"><em><b>Already familiar with inbound sales strategy and want to know more? Here are helpful tips for customer acquisition using the inbound sales strategy on HubSpot.<\/b><\/em><\/p>\n<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dca851c elementor-widget elementor-widget-text-editor\" data-id=\"dca851c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<div>\n<p class=\"Standard1\"><span class=\"hscoswrapper\">To do this, we <strong>bring<\/strong> <strong>together<\/strong> the <strong>3 stages<\/strong> a buyer goes through in the Buyer&#8217;s Journey and the <strong>4 stages in inbound sales<\/strong> we introduced in our last blog. You will learn what to do at which stage of the buyer&#8217;s journey in B2B sales to generate more qualified leads and strengthen new customer acquisition.  <\/span><\/p>\n<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ba833d elementor-widget elementor-widget-heading\" data-id=\"6ba833d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Phase 1:  <br>Identify in the awareness phase  <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2aa0694 elementor-widget elementor-widget-image\" data-id=\"2aa0694\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"697\" height=\"239\" src=\"https:\/\/cache.dev.growth-ninjas.net\/wp-content\/uploads\/2022\/05\/Phase-1-Identifizieren.avif\" class=\"attachment-large size-large wp-image-14865\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Identify in the awareness phase  <\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8101ede elementor-widget elementor-widget-text-editor\" data-id=\"8101ede\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Gather information about potential customers: <\/strong>Use helpful tools such as<span style=\"text-decoration: underline;\"> Google Alerts<\/span>, network on <span style=\"text-decoration: underline;\">LinkedIn<\/span> with companies and contacts that are interesting for your potential customers, or comment on selected <span style=\"text-decoration: underline;\">blogs<\/span> and <span style=\"text-decoration: underline;\">posts<\/span> from <span style=\"text-decoration: underline;\">trigger events<\/span> (e.g. job postings or press releases). Who is on your <span style=\"text-decoration: underline;\">website<\/span>? Such inbound leads are among the most valuable!<\/li>\n<li class=\"Standard1\"><strong>Prioritize active buyers:<\/strong> To avoid deadbeats, focus on active buyers who match your <span style=\"text-decoration: underline;\">buyer personas<\/span>. Offer <span style=\"text-decoration: underline;\">contact options<\/span> (e.g., contact form on website, link to email, landing pages). Call back promptly (e.g., within the first five minutes).  <\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e540491 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"e540491\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6194130 elementor-widget elementor-widget-heading\" data-id=\"6194130\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Phase 2:  <br>Connect in the recital phase<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cd97a47 elementor-widget elementor-widget-image\" data-id=\"cd97a47\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"697\" height=\"239\" src=\"https:\/\/cache.dev.growth-ninjas.net\/wp-content\/uploads\/2022\/05\/Phase-2-Verbinden.avif\" class=\"attachment-large size-large wp-image-14866\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Connect in the recital phase<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d35d15 elementor-widget elementor-widget-text-editor\" data-id=\"5d35d15\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Define buyer personas<\/strong>: The more you know about your ideal customers, the better you can develop an effective lead generation strategy.<\/li>\n<li><strong>Determine procedures:<\/strong> Would your buyer personas prefer to be contacted by phone or email? Which communication strategy fits which persona? How often should it be contacted?<\/li>\n<li><strong>Generate appropriate content for each stage:<\/strong> Buyers who are at the very beginning of the connection phase have different needs than qualified leads. Here they should not fall with the door in the house and immediately make an offer for sale. Better to first offer information around the problem and show your consulting skills. This is how you create credibility and trust.<\/li>\n<li><strong>Generate attention:<\/strong> give a (really good!) advice or get into contact with a surprising fact that has to do with the potential buyer&#8217;s need and makes him curious.  <\/li>\n<li><strong>Leverage the reach and capabilities of new technologies:<\/strong> HubSpot, for example, offers you a fully featured, automated workbench for your customer relationship management.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8d214c5 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"8d214c5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cf918ce elementor-widget elementor-widget-heading\" data-id=\"cf918ce\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Phase 3:  <br>Explore in the recital phase<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d17ff5f elementor-widget elementor-widget-image\" data-id=\"d17ff5f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"697\" height=\"239\" src=\"https:\/\/cache.dev.growth-ninjas.net\/wp-content\/uploads\/2022\/05\/Phase-2-Verbinden.avif\" class=\"attachment-large size-large wp-image-14866\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Explore in the recital phase<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a4d766f elementor-widget elementor-widget-text-editor\" data-id=\"a4d766f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Use neutral or positive wording:<\/strong> People usually do not like change. Especially not if they are uncomfortable. It may therefore help to speak of &#8220;challenges&#8221; rather than &#8220;problems.&#8221;<\/li>\n<li><strong>Connect goals and challenges<\/strong>: Ask your counterpart about his or her goals and any obstacles on the way to achieving them. This often results in the desire for a solution or the need for support.<\/li>\n<li><strong>Consider the perspectives of new customers:<\/strong> Bring your product into play and show that you have a solution to the problem. Highlight the added value that clearly differentiates your solution from the competition.  <\/li>\n<li><strong>Address budget and timeline:<\/strong> you need to know what your potential new customer&#8217;s budget is and what their timeline is.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16f9626 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"16f9626\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cf25b91 elementor-widget elementor-widget-heading\" data-id=\"cf25b91\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Phase 4:  <br>Consulting in the decision phase<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-04436df elementor-widget elementor-widget-image\" data-id=\"04436df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"689\" height=\"235\" src=\"https:\/\/cache.dev.growth-ninjas.net\/wp-content\/uploads\/2022\/05\/Phase-4-Beraten-Entwscheidungsphase.avif\" class=\"attachment-large size-large wp-image-14868\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Consulting in the decision phase<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6072522 elementor-widget elementor-widget-text-editor\" data-id=\"6072522\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Summarize what you have heard<\/strong>: From your point of view, reflect where the customer currently stands and what you have learned from them so far. What are the customer&#8217;s goals, needs and challenges again?<\/li>\n<li><strong>Make suggestions on how to achieve goals<\/strong>: Using a personalized presentation tailored precisely to the customer, you show how their goals and challenges can be combined into a solution via your product. Where is the concrete benefit for the customer? Is it measurable via a key figure (e.g. return on investment)? Formulations such as &#8220;Have you ever thought of doing &#8230; to do?&#8221; or &#8220;Would it help you if I &#8230; show you?&#8221; have a supportive effect.<\/li>\n<li><strong>Create budget and time schedule:<\/strong> Starting from the desired time of target achievement in the future, you go back to the present step by step together with the customer and create a realistic time and budget plan.<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f97ce67 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"f97ce67\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1d51bca elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d51bca\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8c9b917\" data-id=\"8c9b917\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-067344e elementor-widget elementor-widget-text-editor\" data-id=\"067344e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<div>\n<p class=\"Standard1\"><i>If you would like support in implementing your inbound sales strategy with HubSpot, we would be happy to advise you and help you reach your potential customers in the best possible way.<\/i><\/p>\n<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4759c8f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4759c8f\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-233759b\" data-id=\"233759b\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-35669da elementor-widget elementor-widget-text-editor\" data-id=\"35669da\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><em>Until the next update &#8211; <a href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/the-ninjas\/\">your Growth Ninjas<\/a>,<\/em><\/p>\n<p><em>Adrienne, David, Hermann, Johannes, Katharina B., Stefan K. &amp; Stefan G.<\/em><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9cd36af elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9cd36af\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-34e306c\" data-id=\"34e306c\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1d96082 elementor-widget elementor-widget-text-editor\" data-id=\"1d96082\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<div>\n<p class=\"Standard1\"><b>More on the topic:<\/b><\/p>\n<\/div>\n<div>\n<div>\n<div>\n<p><a href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/the-inbound-sales-strategy-4-steps-to-more-customers\/\">The Inbound Sales Strategy: 4 Steps to More Customers<\/a><\/p>\n<p><a href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/inbound-methodology-and-flywheel-the-ideal-couple\/\">Inbound methodology and Flywheel &#8211; the ideal couple<\/a><u><\/u><\/p>\n<\/div>\n<\/div>\n<div>\n<p class=\"Standard1\"><a href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/buyers-journey-lead-your-leads-to-a-successful-conclusion\/\">Buyer&#8217;s Journey: Lead your leads to a successful conclusion<\/a><u><\/u><\/p>\n<\/div>\n<div>\n<p class=\"Standard1\"><a href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/pirate-metrics-from-optimal-acquisition-to-successful-customer-retention\/\">Pirate Metrics: from optimal acquisition to successful customer retention<\/a><\/p>\n<\/div>\n<\/div>\n<div>\n<p class=\"Standard1\">\n<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Already familiar with inbound sales strategy and want to know more? Here are helpful tips for customer acquisition using the inbound sales strategy on HubSpot. To do this, we bring together the 3 stages a buyer goes through in the Buyer&#8217;s Journey and the 4 stages in inbound sales we introduced in our last blog. [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":14869,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[371],"tags":[507,493,496,498,373,375],"thema":[500,470],"class_list":["post-15060","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-column","tag-inbound-sales-strategy","tag-sales-en","tag-inbound-en","tag-sales-funnel-en","tag-growth-ninjas-en-2","tag-hubspot-en-2","thema-digital-sales-and-business-development","thema-hubspot-marketing-and-sales-automation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>B2B sales with the inbound sales strategy<\/title>\n<meta name=\"description\" content=\"Inbound sales strategy: at what stage of the buyer&#039;s journey in B2B sales is what to do to generate more qualified leads.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/cache.dev.growth-ninjas.net\/en\/b2b-sales-with-the-inbound-sales-strategy\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"B2B sales with the inbound sales strategy\" \/>\n<meta property=\"og:description\" content=\"Inbound sales strategy: at what stage of the buyer&#039;s journey in B2B sales is what to do to generate more qualified leads.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/cache.dev.growth-ninjas.net\/en\/b2b-sales-with-the-inbound-sales-strategy\/\" \/>\n<meta property=\"og:site_name\" content=\"We live and breathe Growth and Digitalisation | Growth Ninjas\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/growthninjas\/\" \/>\n<meta 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