What is INBOUND Sales?

Inbound Sales vs. Outbound Sales

Conventional outbound sales strategies demand a lot of attention from potential new customers - regardless of whether they are interested in them or not. This is usually perceived as intrusive by the target groups - it's annoying!

This applies in particular to telephone acquisition. By contrast, Inbound Sales measures are designed to attract the attention of the right target audiences (Buyer Personas) - precisely when they are already looking for the solution to their challenge.

Strategy: Definition of goals and the way to achieve them. What are my Buyer Persona's problems and how do I help to solve them? How many leads do I need to reach my quota and how do I generate these leads together with marketing? How do I measure success and optimise continuously?
Tools & Processes: The right tools help to automate follow ups, prioritise leads thanks to scoring and address them in a personalised way.
Sales Skills: But the best strategy & tools are useless if the inbound sales person cannot implement them. That's why you need constant investment in the skills of your sales staff.

The Inbound Sales Method

If your company relies on Inbound Sales, you have to develop a sales process that accompanies the prospective customer on his way through the Customer Journey. You should consider the individual phases through which the buyers move: Awareness, Consideration and Decision. There are four matching actions - Identify, Connect, Explore and Advise - that inbound sales teams need to perform to support qualified leads and develop them into opportunities and ultimately customers. We call this process the Inbound Sales Method.

Successful with Smarketing and the Flywheel

Smarketing is the process by which the sales and marketing teams are aligned and work towards common goals within a company or organisation. In addition, customer service is becoming more and more important in every company. It is therefore even more important that this team is also involved in achieving the company's goals. Thus the customer is completely in the centre of your flywheel and replaces the previous sales funnel.

Buyer Persona & Buying Journey

Behind every purchase decision, there is a problem or need that wants to be solved. It is therefore crucial for the success of inbound sales to know the Buyer Persona (target person) clearly: The challenges, goals, buying behaviour, decision-makers, objections and fears.

The Customer Journey describes the path these personas take until they become your customers. Who needs to be involved in the decision-making process and when. What internal hurdles have to be overcome?

If you know your Buyer Personas and their journeys exactly, you can align the strategy and activities exactly to them - and thus accompany and facilitate the buying process. This is the core of every Inbound Sales strategy.

Digital sales also need the right tools. But which are the right ones for me? We help you to identify and integrate them seamlessly into the existing setup in your company. To make sure the tools work for you and not the other way around.

Digitaler Sales braucht auch die richtigen Tools. Doch welches sind die richtigen für mich? Wir helfen bei der Identifizierung und der nahtlosen Integration in das bestehende Setup im Unternehmen. Damit die Tools für Sie arbeiten und nicht umgekehrt.

Continuity: Keep the ball rolling and optimise

Inbound Sales are a long-term challenge that involves many tasks. Every salesperson who takes the inbound path should be aware of this. First results can be achieved quickly, but in order to achieve more business success in the long run, you have to keep your eye on the ball. The ongoing review and result analysis of the activities, their optimisation and adaptation as well as the flexible implementation of new products, solutions and services in line with requirements are imperative.

BEE's approach was very structured and well organized. We received very good templates and thus had an excellent basis for copywriting. We were supported by the employees with a lot of expertise and creativity.

We experienced the cooperation as professional, transparent and constructive. The final result exceeded our expectations, especially in terms of the modernity of the design and the dynamism it radiated.

Roberto Pertoldi
PWZ AG

Ben Klein and his team were well prepared, very structured and took a detailed look at our market and our company. In the workshops, modern tools were used, the individual participants were picked up and their own views were clearly presented.

The cooperation was extremely collegial, open and efficient. My workload was mainly limited to the workshops and a few meetings between the workshops. Ben Klein knows what he is talking about, he is not a PowerPoint consultant.

The developed gameplan became a central instrument of our marketing, thank you Ben!

Jürg Achermann
FROX communication

As a proven specialist in both classic outbound and web-based inbound marketing, Mr. Klein was excellent at sounding out the potential and needs of our business and adapting our business model to the new requirements in our market.

Thanks to his profound know-how and good intuition to think into other business areas, our cooperation in the workshops turned out to be very efficient and in some areas extremely innovative. New ideas were taken up, critically scrutinized and included in the implementation. The exchange went far beyond typical marketing. Especially managing directors of smaller companies will benefit from this sparring in terms of business development.

Michael Eggimann
Ortho Walker AG

BEE connects the topic "website creation" compellingly with "positioning", and in a way that I have not known from other agencies so far. And in my view, it is precisely this approach that is the key to a successful new website. We have now gone through these positioning workshops together with BEE. The process was intense, crisp, "to the point" and free of typical consultant attitudes. The result proves to us that this approach was the right one, so we also gave the green light for the second part "website creation with BEE".

Clemens Schuler
Biofire Schweiz AG

We took the path from the rough to the detailed together with BEE in several workshops. The approach included a look at the big picture, a clear structure and concrete tasks to achieve the goals efficiently and on time. Thanks to BEE's great understanding of our market and services, long discussions and explanations were unnecessary. The BEE.GAMEPLAN is the essence of how to achieve the goals we have set for the future.

Pascal Schmid
netrics AG

Ben Klein and his team developed a methodology with the BEE.Gameplan that helped us to tackle and solve a whole bundle of different challenges. Thus, the workshops resulted in more than a digital marketing strategy. In less than 3 months, thanks to BEE, we found answers for our new business unit, worked out the positioning, laid down concrete guidelines for digital marketing and got a concept for an inbound ready website! This was only possible thanks to the methodical approach, efficient workshops, open communication, lean organization and up-to-date tools that enabled easy collaboration.

With Ben Klein we also had a forward thinking marketing professional on our side, who with his business acumen and experience always kept the focus on the right topics and brought in new valuable ideas. Many thanks.

Alejandro Schmid
FROX communication

The BEE team has always worked with us in a courteous, competent and expeditious manner. We particularly like the strong results orientation and the focus on efficient technical processes in which the great creative ideas are embedded. This allowed us to create a really cool website that not only brings us a lot of positive feedback, but also new customers! And all this at thoroughly fair conditions for the entire BEE service package.

Beat Fasnacht
Almedica AG

BEE convinced us with a clear structure: In successive workshops, a coherent inbound strategy including website design was developed and subsequently put into practice. The result is convincing and appealingly designed!

Konstantin Lutze
HSE AG

Best Digital Growth Partner in Switzerland. You are ahead of the game...

Marcus Lier
Synpulse Management Consulting

In the intensive workshops, in which the basics and the first details for the gameplan were worked out, both the good ideas of BEE and their critical approach and inputs really helped us. What I particularly liked was that Ben Klein took a serious look at our ideas, but also came up with constructive counter-suggestions and optimizations that would achieve the best result. Within a short time, good first drafts for our website followed and the new pages were structured and implemented very quickly.

The BEE team is very friendly, technically very skilled and always helpful. The collaboration was really fun. We are just as enthusiastic about HubSpot. The software is very intuitive to use and the handling of our customer communication runs efficiently and highly professionally.

Ferdinand Peter
Autowelt Schweiz AG

This is what our customers say

BEE makes people happy

BEE smoothes the way: to more visibility, more success, more growth. We often start by clearly identifying the potential and positioning of our clients and, with an unobstructed view, recognise where they are - and where they want to go. We actively support them on this path.