Go Inbound or Outbound?
Wondering what is the right sales approach for your company, inbound or outbound?
Should you build an inbound sales machine or set up an outbound sales team? Or, should you take a hybrid approach?
This has been a long-time debate for many B2B companies out there.
No matter which method you decide to go with, it requires focusing on a different set of channels to pull prospects in, and if you work in the B2B industry, you have a budget to consider, goals to fill and stakes to make.
How to make sure that you find the best fit for your business?
Some experts say that the outbound approach is dead. Others say that inbound sales just don’t work for the B2B industry nowadays, so outbound remains your only option.
In the next few minutes, you will find out whether inbound and outbound sales can fit into your business. Also, you can find out what strategy would be the ultimate solution for your company.
The inbound approach is famous for being able to attract prospects to any business, thus being cost-effective and scaling really well.
With inbound, the prospect does almost everything. When looking for a solution for their pain point, they do the searching, read articles, attend a webinar or are scheduling a free consultation call.
The prospect initiates the contact. The inbound salesperson only needs to collect the email they have given for a copy of a free e-book, a webinar, etc. and email or call them afterward.
Imagine this scenario: A prospect searches “best market research agency”. They read your article on Google and realize the benefits of your solution. Next, they buy the software you recommended in that particular post.
What are the odds that this Utopian scenario is really going to happen?
The theory here is that if you put enough high-quality and relevant content out there, the right people will find you.
In theory, it sounds great, but in practice – this is not happening.
The statistic shows that 47% of buyers view 3-5 pieces of the company’s content before deciding to talk with a sales representative. Only 5% of them decide to go with the purchase.
On the other hand, outbound sales prove itself to be a fierce opponent.
It usually requires a human touch and relies on pushing ideas to prospects. At the same time, it is considered to be one of the most powerful ways to build trust. You also have more control over the sales process and as a result – close more deals.
Opposite from the inbound approach, here we have a case where the sales representative does the first contact, by calling, messaging, etc.
Outbound sales sometimes get a bad reputation, because it’s associated with cold calling and disturbing people. The reality: cold calling is just one of the many methods of outbound marketing.
Same as inbound sales, outbound begins by building lists of prospects that are potentially interested in your offer.
But unlike inbound efforts, this is less about who we want to attract. It is more about who we really want to reach. And if your sales team is skillful in qualifying the right prospects, your company will waste less time on deals that won’t ever materialize and spend more time on leads that have a bigger possibility to close the deal.
Outbound sales can be very effective when done right. Furthermore, it allows you to see the results of your efforts immediately. You don’t need to wait for weeks, months or even years to get feedback from your customers.
It’s simple: You put your offer out there. People either buy or they don’t buy it.
According to a recent statistic by DiscoverOrg, 75% of surveyed executives are willing to make an appointment or attend an event based on an email alone.
Obviously, both techniques can be powerful tools for growing a company.
Who wins the battle, inbound or outbound?
Maybe the benefits of inbound sales are obvious, but when it comes to the B2B market, outbound sales could be the key to unlock expansion and driving more sales.
Despite calls to the contrary, outbound sales are far away from dead. Inbound sales might be the “easier” approach, but the risk is that it won’t always bring you the right kind of customer or even enough customers to close deals and increase your overall revenue.
To engage in outbound sales means targeting the exact type of customer you want, rather than waiting for them to discover your brand, engage with your content, and request a consultation.
B2B businesses are just doing what works best.
BizzBee Solutions is one of those companies that has rapidly scaled up by creating seamless, personalized, and effective outbound strategies. We believe that your funnel is only as healthy as the leads and companies you are feeding it. This is why we designed a 3-months sustainable outbound process that focuses on the quality of the generated leads, not its quantity.
Our experience in this market shows that the best thing that you can do for your outbound sales strategy is to focus on building relationships with your prospects, leads, and accounts. Of course, you may not get a sale out of every single relationship you build (it happens to all of us), but if you treat your potential customers with respect and genuinely try to meet their needs, you will eventually gain a better understanding of the market and develop valuable conversations that will help your business grow.
At BizzBee, we understand that the outbound approach to sales is a commitment. If you expect to play the long game, we can help you remove high-pressure, creep-out sales tactics and focus on building long-term relationships with your future clients. our outbound tactics will ease the way for your sales teams and increase the company’s revenue in the long run.
So, does your B2B company needs an outbound growth strategy?
Check out our bullet-proof strategy for outbound growth to find out.