Inbound Methodology
Win & Inspire Customers

Successfully combine marketing and sales

Inbound Methodology

Optimize the lead generation process through targeted networking of marketing measures and sales activities

Digitization is fundamentally changing shopper behavior. In recent years, these changes have taken hold across the entire customer experience. Not only has communication behavior changed, but so have the expectations that customers have of companies.

It is therefore necessary to respond to the changes in modern buying behavior with effective and targeted strategies. With the inbound methodology, previous sales strategies can be adapted to new consumer preferences — not only in terms of your marketing itself, but for the entire customer experience (the customer journey) you offer.

BRIEFLY SUMMARIZED

  • Optimize the entire lead generation process through targeted networking of marketing measures and sales activities
  • Generate new prospects through downloads and interactive assets
  • Qualify leads using automated sales and marketing processes
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Phase #1

Understand

First, take stock of the situation. A digital performance check provides information about how good your marketing strategy is, how you use your data, where there is potential for optimization on your website, social media profiles, forums, etc., and how you can differentiate yourself from the competition.

Phase #2

Plan

As the basis for your inbound strategy, you need your “buyer personas”, fictitious profiles of your ideal customers. The focus is primarily on their interests, desires, challenges, needs, and online search behavior. With the “customer journey” you develop the purchase decision process that your target customers go through in as much detail as possible.

Phase #3

Sell

Through inbound sales, you create true sales efficiency and personalize the entire buying experience. In doing so, you accompany your potential customers on their way to the right purchase decision. All interactions with prospects and customers converge in real time in a central CRM database (Customer Relationship Management).

Phase #4

Care

Good customer service today must above all offer opportunities to find a suitable solution quickly and easily. Automated and personalized processes, chatbots, and knowledge databases support this. With appropriate workflows, you can invite your satisfied customers to contribute to testimonials or case studies.

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DIGITAL SALES

Nina Weigel

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