How to Nail B2B Inbound Selling? 6 Pro Tips

May 14, 2021


By Anu Ramani

Anu Ramani is a specialist in international B2B communications.

More articles from Anu Ramani

Inbound selling is a sales strategy that puts the needs and requirements of individual buyers first. Inbound selling is all about guiding the buyers through the decision-making process instead of pushing them to buy a particular product or service. In other words, inbound selling is a logical way to increase your revenues. The reason is that you encourage your generated leads to convert into lifelong customers while providing value for the lead by considering their needs and goals.

The methodology of inbound selling is easy to understand. Your product or service has to be a solution that solves the problems of your generated leads and makes it easy for them to get to their goals. So, having the best B2B lead magnets, you generate a number of leads, and then you should start selling to them using the inbound selling method. 

But how to know your leads’ needs and goals? How to offer the best solution to the needs of your leads? The answer is by adopting the best techniques of inbound selling. Here in this article, you will read about these techniques and find better approaches to nail B2B inbound selling for your business. 

The Best Tips to Nail B2B Inbound Selling

So, now let’s quickly get to the point and learn the best tips to nail B2B inbound selling. 

1. Create a Buyer Journey

Unlike creating a conversion funnel according to the needs of your own sales team and your business as a whole, you should consider the buyer’s journey and pay attention to their needs instead. Defining several tasks for your sales team and setting goals for them without paying attention to your buyers would result in unchecked goals, frustrated leads, and discouraged sales teams. To avoid such danger, you should put understanding the needs of your buyers on top priority. 

But how to understand the world of your B2B buyers? First, you should recognize the difficulty they are facing in their business or the goal they want to achieve. Then, you should look for the ways you can address their issues and solve their problems. Finally, you leave your buyers to decide which way can best solve their matter. This process is known as a three-stage process of Awareness-Consideration-Decision.

2. Develop a Supportive Sales Process

So, after defining your buyer journey and setting your conversion funnel based on your buyers’ needs, it is time to build a sales process that supports. Inbound sales teams build a sales process after defining the buyer’s journey. Such an inbound sales process is the one that supports the buyers in their journey. So, both sellers and buyers are negotiating the possible ways to help the buyers and the buyers do not feel the push to convert. 

A supportive inbound sales process is the one that carefully identifies the issue of the buyer, connects with them for negotiations, explores the possible solutions that can be offered to the buyer, and finally gives advice based on the data that has been gathered. So, the process has four stages:

  • Identify
  • Connect
  • Explore
  • Advise

3. Define the Identify Stage

During the ‘identity’ stage, you should first recognize those buyers who have already recognized their needs and have taken part in a buyer’s journey. This group of buyers is prior to reaching in comparison to the passive group of buyers who do not even know what the needs of their business are. 

Inbound selling involves distinguishing between active and passive buyers and different selling plans for each group. If you want to adopt an inbound selling strategy, you must be careful about whether you really can help the buyers with your B2B products or services. You define your ideal buyer profile and check for the best fits for it among your generated leads. This is how you can find your potential customers.

4. Define the Connect Stage

In the ‘connect’ stage, you should no longer involve yourself with cold emails and cold outreaches, in general, to inform them about your products or services. What you should do instead is to leave your buyers free to take a look at your website or social media and decide which product or service can solve their issues. 

You can showcase your products or services in your different channels. For instance, you can share their photos on Instagram. If you do not have many followers, you can increase them organically both in order to have more leads and to have more credits on Instagram. The best ways to increase your Instagram follower base is either to use the best Instagram growth services or use the 1000 free Instagram followers trial

Instead of cold outreaches, inbound selling encourages conversations and dialogues between B2B sales experts and potential customers. In other words, there are no bulk emails and you should sell your products or services based on the personalized needs of each buyer. The offers that your inbound sales team should give have to be aligned with the knowledge it has from each buyer. 

5. Define the Explore Stage

The ‘explore’ stage starts when a buyer shows interest in your products and services. But the inbound selling team does not know enough about the buyer and their needs to have a personalized presentation. To put it better, the inbound selling team is not even sure whether it can help the buyer at all. 

Here is the importance of the ‘explore’ stage. During the explore stage, the inbound selling team has to find out every detail and B2B customer insight. It also tries to attract the trust of the buyer by providing the best offers and solutions. 

6. Define the Advise Stage

The inbound selling team has now enough information to provide the personalized solutions for the buyer. You should approach the buyer’s specific challenges with your personalized offers. The ‘advise’ stage contains the final stage of a connection between you and the buyer which means the sale of your products and services.


Modern buyers no longer like to receive general cold outreaches by B2B businesses. They prefer a much-personalized approach so that they can trust the business from whom they want to make purchases. Therefore, it is necessary for you as a B2B business owner or sales manager to consider inbound selling for your business. The above tips can help you adopt an inbound selling strategy correctly and efficiently. Wish you the best of luck!

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