Inbound Marketing and why it makes sense by Tony Green

The training of sales people through the year’s taught in order to consistently meet your quotas cold calling was required to reaching out to prospective buyers. Many people from my experience and research dislike calling busy people of the blue. Even though there are uses for this practice, it is very time consuming with a low rate of success in regards to the amount of work.

Let’s face facts; most people are accustomed to receiving cold calls at one time or another. These interruptive tactics are where the prospect is required to stop what they are doing to hear your message. Better yet, they may or may not need your product. The internet has made things easier to promote interruptive messaging with the prime example being pop-up ads which many times do nothing to move the sales process along and in many cases becomes an inhibitor.

Every sales and marketer is a consumer in some regards. Do you like telemarketers or annoying popup when checking your personal email after a long day of work?

I was reminded me of a video I saw on YouTube posted by Hubspot.com in shows a scene which depicted someone in a sales management role imploring a sales person to get on the phone. The sales manager character states to the frustrated sales person, “If you are not dialing I am not smiling.”

Recently the emergence a different philosophy in which companies is creating content relating to the customers issues has changed the game. Promoting the information to the proper people allows qualified prospects to seek you out in question of how you can help solve their problems.

Does this sound too good to be true for most sales people? Yes, this is why large scale adoption of this concept is not commonplace.

Lately times are changing especially with Social Media with large companies are seeing the value of building communities with prospective clients instead of hiring sales to push products on them.

This method by all counts is easier on everyone, the sales force, the purchaser and that is the essence of inbound marketing. The idea makes perfect sense if one looks at the process in the eye of the customer, the transactions still occur and the pressure is eliminated from the entire process. This may not be adequate for most sales folks but is good enough for me.