Inbound Marketing is not a way to replace your sales department. Instead, Inbound Marketing is one of the best ways to attract visitors to your website to convert them into leads to help your sales department close more sales.
Inbound Marketing is a methodology that smart businesses use to make themselves visible to future clients. With Inbound Marketing you create content and answer questions about your business or products so that when potential clients use their favorite search engine to find answers to a problem, that you solve, they are able to more easily find you based on the articles and videos you have published that address their questions.
Inbound Marketing does not replace your sales team. In fact, your sales team is more important than ever. Dave Kurlan a noted sales expert and author recently penned an article about this very topic and he listed 10 Reasons Why Inbound Marketing Cannot Replace Sales. A few of the reasons he cited include:
You have a complex sale
Your product or service is considered big ticket
Your sales cycle is very long
You are the underdog in your space
It’s important to note that Dave is not bashing Inbound. Quite the opposite. He’s a practitioner of Inbound and has been since the early stages of the process. Instead he adds some important and relevant insight. I would encourage you to read his piece and learn the other reasons he says inbound does not replace sales and view the video that’s embedded in the article for some additional background.
One important point about Inbound Marketing. Business has changed and it requires a new way of selling. Why? People are using the Internet and social media to research and learn before they contact us. This change has produced a shift in the balance of power from salespeople to buyers and the traditional, old school, sales methodologies don't work as well. So a more sophisticated approach that requires updated questioning and consultative skills is necessary for success.
So why use Inbound? To get more leads and fill your pipeline. If you’ve used any form of traditional Marketing and found that it is less productive than in the past you need to look at Inbound as a way to get back on track. Done correctly, Inbound can increase leads, deliver more qualified leads and help you close more sales.
Interested? If you would like to learn more about Inbound Marketing, how it works and determine if it’s right for your business download our free ebook How Can I Get More Leads.
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