B2B Inbound Sales Strategies: Mastering Lead Nurturing and Conversion

Inbound sales and marketing are vital for B2B companies.

Gone are the days of relentless cold calls and bulk emails to hit growth targets.

These tactics have become increasingly challenging to implement, from GDPR (General Data Protection Regulation), anti-spam legislation, and call blocking and spam detection technology to consumer awareness.

Know what else?

B2B buyer behavior took a hard turn years ago.

Historically, B2B buyers had limited access to information, interacted infrequently with peers, and companies controlled information access.

Now, the scenario is entirely different.

B2B buyers are self-directed.

Let me explain.

B2B buyers no longer wait for a company to approach them. Instead, they actively educate themselves about you, your product, or service.

Practically speaking, based on different surveys, B2B buyers are two-thirds to 90 percent through their journey before contacting a vendor. This means that by the time you hear from them, there's a good chance they're close to making up their mind.

This is where inbound sales come into play.

With inbound sales, you work with leads who have expressed an interest in you.

No cold outreach. No bulk emails. Simply closing deals with prospects who knock on your door.

How does this work?

I'll break it down for you in this post.

I'll share:

What is inbound sales
Inbound sales vs Inside Sales
What's the difference between inbound and outbound sales?
Why marketers should care about inbound sales
4 tips to succeed in inbound sales

Let's get to it.

What is Inbound Sales?

Inbound sales are when prospects reach out to you, and you engage them in response.

These prospects may have interacted with your website, downloaded content, or started a free trial. Whatever it is, they've expressed interest in potentially doing business with you and let you know.

To better explain inbound sales, it's best to do so in comparison to OutBound Sales, which leads us to the next point.

What is the difference between inbound and outbound sales?

Inbound and Outbound Sales are two different strategies for sales.

Inbound sales focuses on drawing customers in.

Outbound Sales focuses on reaching out to prospects.

Let me break it down.

Inbound sales leverages marketing strategies like demand generation, lead generation, or inbound marketing to generate leads.

Tactically, this can include creating content like blogs, B2B podcasts, social media, and B2B product launch events to create awareness. To generate leads, it can also include running paid media ads to a landing page, SEO, and review sites (e.g., G2, Capterra).

On the other hand, outbound sales involve actively reaching out to potential customers.

This method includes cold calling, sending out emails, and direct mail. In outbound sales, you initiate the first contact. The focus is on pitching your product or service to a targeted audience.

Here are the key differences:

Both approaches have their place in a B2B go-to-market strategy, requiring different tactics and mindsets to succeed. What method you pursue depends on your company's specific context.

Inbound Sales vs Inside Sales

Inside Sales is where Outbound Sales can take place.

Sales Representatives reach out to prospects from inside an office.

In addition, inbound sales stands on the opposite end of the spectrum.

Here, customers find you first. They come to you after researching online or hearing about your product. You respond to their interest—not the other way around.

In Inside Sales, you're reaching out.

In inbound sales, you're following up.

While Inside Sales revolves around proactive outreach, inbound sales is about effectively responding to the leads that come to you, marking a significant difference in these approaches.

Why should B2B marketers care about inbound sales?

As a B2B marketer, generating revenue is part of your job.

You do this primarily through creating demand and generating leads.

But your responsibilities extend beyond driving leads.

You need to be involved in nurturing these leads through the entire sales pipeline. This means working closely with sales—not just handing off leads.

Your goal is to provide high-quality leads.

How do you know the difference?

It boils down to whether or not your leads turn into paying customers.

And there's no way to know this if you don't work closely with your sales team or understand what makes for a good inbound sales motion.

Talking about working with your sales team, building a strong relationship with them is crucial.

Together, you should create a Service Level Agreement (SLA). This agreement defines expectations and responsibilities on both sides and is essential to creating alignment.

Here's why SLAs are essential:

They promote alignment between marketing and sales teams.
They provide valuable feedback from sales that can be used to enhance marketing strategies.
They help to increase revenue by implementing effective inbound sales strategies.
They allow marketing teams to gain insights into customer behavior from sales teams.
They enable the creation of relevant content for the buyer's journey in inbound sales.

During my time as the Director of Marketing at PhoneBurner, closely partnering with my sales counterpart made a tremendous difference, and it even led to our teams breaking MRR records in two different months.

4 tips to succeed in inbound sales

Inbound sales is an area where your marketing expertise is crucial.

Here's how you can make a significant impact:

1: Know the sales cadence

Understand the follow-up process.

For instance, how does your sales team follow up with this lead after a prospect submits a lead generation form?

Phone calls? Emails? Social media outreach?

Whatever it is, know it inside and out.

Armed with this information will place you in a position to understand best how you can support your sales team.

If leads aren't responding well, your insights can help identify and resolve the issues.

Think about what prospects need to make informed decisions.

You should address these needs to ease their path from lead to customer.

2: Emphasize quick response

Quick follow-ups with new leads are essential.

Think about it.

When someone starts a free trial, schedules a demo, or requests to speak with someone in sales, this clearly indicates that they're interested in what you offer. And you want to follow up as fast as possible (in this case, I suggest making a phone call).

There's no need for a new lead to wait hours, days, or longer to hear back. If you wait too long, there's a good chance they will lose interest or find a different solution.

Build your inbound sales and Marketing systems to make quick responses happen. This can include:

Use marketing automation
Add phone numbers to forms for personal outreach
CRM notifications to your sales team
Transparent reporting on response time

Fast, personalized responses from your team will make your company stand out.

[Tip: Even though you may not oversee the sales team or sales cadence, you can speak into the process and even ask to create a Service Level Agreement (SLA) to outline expectations and responsibilities, like response times, which will help your teams work well together.]

3: Optimize your lead capture form

Your lead capture forms are crucial.

The lead capture forms you create should gather the information your team needs without overwhelming your prospects.

When creating these forms, keep this in mind:

Lead capture forms are for you--not your prospects.

In other words, the data you collect through the different form fields should aid your inbound marketing and sales team in qualifying and understanding leads better, leading to more personalized sales interactions.

As you create your lead capture forms, ask yourself these questions to determine what fields you should include:

What information must you know before someone can access your product (e.g., free trial)?
Are you leading people to schedule a demo?
Aside from name and contact information, what else do you need to qualify the lead further?
Do they need to talk to someone in sales first?

Focus your inbound form on gathering the essential information you need to know and cut out the rest. In general, keeping your inbound form short is best to reduce friction in your process. If your inbound form is too long, many people may not complete it.

[Tip: You cannot set and forget your inbound form. You'll need to track how many people visit it and complete it to ensure the form performs converts well. Ensure someone in your company keeps tabs on your form and sign-up flow. This way, you can see if it's performing well and that interested people are not falling through the cracks.]

4: Enhance sales with compelling product marketing

Ready to help your sales team close more deals?

Focus on creating effective sales enablement and sales decks that position your team to guide prospects, not just sell to them.

Create insightful messaging guides.

Make sales materials that show how your product solves problems.

Highlight what sets your company and product apart.

You're not just backing up sales.

You're a key player in closing deals.

Your work as a marketer will provide the tools your sales team needs to succeed.

Succeeding with inbound sales

Your role in inbound sales is crucial.

You're not just creating awareness and generating leads—you're shaping customer journeys, supporting your sales team, and generating revenue.

Enhance your marketing to support sales
Collaborate closely with your sales team
Focus on producing high-quality leads
Remember, your efforts drive conversions and foster customer relationships

Embrace these strategies to boost your company's growth.

And remember, you're not just a marketer but a key player in your company's success.

Part of this post was originally published on Zoho.

Jesse Wisnewski

Jesse Wisnewski is a marketing executive, and his work has been featured in Forbes, CNBC Make It, The Muse, Observer, and more. He holds a master's degree from Gordon-Conwell Theological Seminary and a marketing degree from Marshall University. He lives in Charleston, WV with his family.

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