It’s no secret that the sales landscape has changed in recent years. The general B2C space adapted fairly quickly to new technologies and tools, but for B2B businesses, and particularly industrial companies, the adoption has been slow moving. Keeping our reliance on the old rolodex and trade show lists in mind, it’s time to re-evaluate how we can keep up with the broader trends and modern tactics.
We’ve had tremendous success using inbound selling principles — essentially, this is the process of aligning your sales process with your customer’s buyer journey. By asking the right questions and showing how you can solve a problem, you’re that much closer to onboarding your next client.
While we don’t anticipate an overnight adoption, we did pull together some tips to incorporate tactics that fall under the inbound sales umbrella, which will help you get started and become more competitive in the current market.