6 min read

How to get started with inbound sales

Inbound sales is becoming more popular among businesses these days. Why? It can be a great way to get more leads and close more deals. It also allows companies to build strong relationships with potential customers. In this post, we'll walk you through the basics of inbound sales and how you can use it to your advantage.

What are inbound sales?

First, let's take a look at what inbound sales is all about. Inbound sales is a type of sales methodology that focuses on attracting leads who might already be interested in your product or service. It's different from outbound sales, which involves actively pursuing potential customers instead of waiting for them to come to you.

The inbound sales process entails qualifying leads to determine whether they are a good fit for your business. It requires the salesperson to be lead-centric and focus on the lead's needs, instead of pushing their own agenda. One way of doing this is by trying to resolve the lead's pain points by offering content and advice. Providing leads with valuable information helps you build trust and credibility. This will eventually lead to a sale.

The first steps businesses should take to get started with inbound sales

We've convinced you that an inbound sales strategy is right for you. But where do you begin? Here are a couple of inbound sales techniques to get you started:

Create a buyer persona

The first step is to create a comprehensive buyer persona for your target audience. Start with researching the demographics and interests of your ideal customers. Then tailor your marketing efforts to them.

Create compelling content

This will be the foundation of your inbound sales process. You need to create content that's interesting and relevant to your target audience. If you don't have anything worth reading, they're not going to stick around long enough to become a lead. It's important to develop a solid content strategy that speaks to the needs and concerns of your target audience. Your content should address relevant topics and feature calls-to-action to attract leads.

Drive traffic to your content

Once you've created some great content, you need to get it in front of people. Ways you can do this include social media, email marketing, and paid advertising.

Convert your visitors into leads

You've got people reading your content, now you need to offer them something of value in exchange for their contact information. This could be an ebook, a whitepaper, or a coupon code. Whatever it is, make sure it's something they'll actually want.

Build lead relationships

Another key element of inbound sales is building relationships with your target customers. This not only allows more opportunities for sales, but increases the likelihood that they will become loyal brand advocates over time. Ways to build relationships with leads include engaging with them on social media, hosting webinars or online events, or even offering free trials or discounts.

Close the deal

After you've captured a lead's information, it's time to start selling. This is where your sales skills will come in handy.

By investing the time and effort needed to get started with inbound sales, you can reap the many benefits that this approach has to offer.

Some best practices for generating leads through inbound sales include

Implementing best practices and strategies can help you successfully increase inbound sales. Here are a few:

Solution-based selling

It's important to understand that inside sales is all about selling solutions, not just products. This means being able to understand the customer's problem and offering a tailored solution that meets their specific needs.

Only pursue warm leads

Your efforts should be focused on qualified leads. Ensure that you are only pursuing high-quality leads that are likely to turn into sales and reject any leads that seem unlikely to close.

Be organized and consistent

To nurture relationships, it's important to be organized and consistent with your inbound sales efforts. This may include using marketing automation software or CRM tools, as well as setting up a robust lead management process that allows you to easily prioritize high-value potential customers.

Build rapport with your leads

Listen to your leads and show empathy for their problems. By building rapport and developing strong relationships, you will be in a better position to understand their needs and offer them tailored solutions that will lead to a sale.

Offer helpful advice and be prepared to answer questions

It is crucial to become an expert in your conversation. Being knowledgeable about your offerings will enable you to answer any questions and leads will trust your opinion.

Offer something of value

In order for your inbound sales efforts to be successful, you need to offer something of value to potential customers. This could be a free trial of your product, a discount on your services, or even just helpful information that will educate them about their options.

Quality content is key

To attract the right qualified leads, it's essential that you have high quality content that speaks to their needs and concerns.

Utilize technology

Sales tools and technologies can help you streamline your inbound sales efforts. Marketing automation software, for example, which can help you manage your leads and close more sales.

By focusing on building strong relationships with potential customers, providing them with valuable information, and utilizing the latest tools available, companies can increase their chances of success when it comes to inbound sales.

How businesses can track the success of their inbound sales efforts

Effectively tracking the success of your inbound sales efforts requires a strategic approach that involves setting clear goals and understanding which metrics are most relevant for evaluating progress. It may be helpful to invest in marketing automation software or other tools that can help you streamline your lead tracking and management efforts.

Some of the key metrics to consider are website traffic, the number of leads generated, conversion rates, lead quality, customer satisfaction scores, average deal size, and revenue generated. By measuring these metrics consistently, you'll be able to see how effective your inbound sales strategy is and optimize your approach.

Did you know? The OnceHub Dashboard allows you to monitor your leads captured and conversion rates?


Inbound sales can be a great way to increase leads and sales for your business. By following the steps above, you can get started with a promising inbound sales strategy and start improving your results today.


Learn more about what we do at OnceHub here. And if you want to learn more about inbound marketing, click here.