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Inbound Sales Strategies

 Inbound Sales

The most important thing to consider while we are selling to any client is that we need to focus on adding value to their product/solution rather than focusing on selling our SDK. It should not sound to our customers that we are salesperson whose motive is to advertise their product and get trade from it. The customer should feel that they are being listened to, their problem has been identified, and using our product this issue can be resolved/benefits will be provided.

Here are some of the ways that we can follow when we can a new Inbound lead:



1. Collect and make use of Data

When a lead comes in, we need to gather data by ourselves. In other words, our first step to converting leads into sales is to enrich the data. The mediums that can be used are Google, Linkedin, and Hubspot or if you have any CRM linked to your site, you can monitor their activity on your site. If you are using Dynamics 365, then you can fill in all the data inside it. Alternatively, you can add all details related to the Lead in the tool where you maintain new leads. Excel Sheets can also be used in case you are not using any tool. The details can be their Company Name, Company Size, Annual Revenue, CEO, LinkedIn page link, Website, LinkedIn link of the contact person, designation of the person, email and mobile number, etc.

2. Segmenting

It’s important that we spend the right time with the right customers, so we segment the customers based on the gathered data. Segmenting can also be done as an Enterprise customer, Medium Size, or Small Size Business.

If a company has thousands of employees and hundreds of salespeople(Enterprise Company), there are going to be multiple divisions and teams, meaning more prospective leads who are going to want a look at Reply. In this case, we try to talk with other sources within the same organization, not just the original lead, to make sure we give them the attention and the information they need.

3. Documentation

For an enterprise customer, we can use our discovery meeting checklist. However, we need to document some notes about our client's journey, diagnose their need, and how our SDK can resolve their pain. Find out some relevant Linkedin articles posted by our team and other pages from our site. If possible make a small presentation/simple document to showcase them over the meeting. We need to learn their Journey and make their journey easy and smooth wrt POC and buying our SDK.

Journey refers to > they need to know/already know that they have such kind of problem, and it needs to be solved. Then, they will consider different options to deal with the problem. And the last is making a decision.

4. Taking active action

For a new lead received during working hours, the active response/call time should be less than 2 hours. Try to reach out to the customer by any possible means of communication as soon as possible. The customer may be looking for different solutions for the same issue and if you reach out to them it can be good on your part.


In a nutshell, we will focus on disqualifying poor opportunities, driving customer decisions, digging into objections, and working on client's purchase decision 


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