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Mike Lieberman, CEO and Chief Revenue ScientistFri, Aug 4, 2017 5 min read

Do You Have Inbound Sales Questions? We Have Answers

{}Don’t be shy—most people have inbound sales questions. Inbound selling is still relatively new, and plenty of sales people, both young and old, have been trained to use outbound techniques. The world of inbound can be confusing and a little bit intimidating.

You don’t need to worry, though—for every question, there’s an answer.

What Is Inbound?

This is probably the first question anybody asks. It’s also one of the inbound sales questions people feel silly for asking. It’s not a silly question at all—most people struggle to define exactly what inbound is!

The easiest way to define inbound sales is to contrast it against outbound sales techniques. With outbound techniques, the company reaches out to consumers directly. This could be a cold call or an unsolicited email.

With inbound sales, you allow the customer to come to you. When people visit your website, you wait for them to send a query email before you break out the sales pitch, or you pop up in webchat to ask if they need help when they spend five minutes looking at one page.

Do You Need a Strategy?

Many people involved in inbound selling talk about “inbound strategies.” Those just starting out wonder if they really need a strategy. After all, it might seem better to simply stop cold calling and adopt an inbound selling technique or two in place of it.

The answer is yes, you do need an inbound sales strategy. Companies that don’t adopt a strategy often flounder as they try to implement inbound selling. When they don’t see results, they wonder what went wrong.

If you’re unsure how to create an inbound sales strategy, or if you know you need help executing one, consider partnering with an inbound sales and marketing agency to get better results.

What Should You Focus on?

Some inbound sales questions have non-answers, such as this one: It depends on who you ask. Some people will tell you to focus on sales conversions, while others are adamant brand recognition and awareness are where it’s at. Some people believe engagement is the holy grail of inbound selling; you want to encourage people to interact with you.

What are your goals and objectives? If you’re hoping to raise your brand profile, then you might put the emphasis on recognition and awareness. But, for most companies, the end goal is always conversion; even awareness and engagement should translate to conversion somewhere along the line.

Do You Really Need a Blog?

Yes! The statistics here speak for themselves. Companies that blog more frequently drive more website traffic and more conversions. They also tend to have better brand recognition. Companies that blog less frequently don’t do quite as well, but they still outperform those that don’t blog at all.

Blogging every day or even twice a week is daunting for many sales teams, however, as it adds to an already crowded to-do list. Ease the pain by following some useful blogging tips or even getting a helping hand from the pros.

Isn’t SEO Dead?

News of SEO’s death has been greatly exaggerated. Even today, 93 percent of web sessions begin with a search—which means your content needs to be optimized for search engines to find.

SEO also translates into conversions around six percent of the time—much, much more often than social media.

What Mistakes Do People Make?

Whether you’ve been doing inbound for a while or you’re new to it, one of your inbound sales questions, at some point, is bound to be: What mistakes do people make? After all, you’d like to avoid them!

There are many mistakes people make when it comes to inbound sales. There’s plenty of them—you can read whole lists about what not to do—but the most important thing is to remember that, with inbound, it’s all about the customer, not the sale. Keep this in mind and you’ll be on your way to inbound success.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.