Question

What is the goal of the identify phase of an inbound sales strategy?

Answer 1

The Inbound Sales Methodology

Written by Lauren Hintz

SALES | 4 MIN READ



Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. 

Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer.

Inbound Sales Methodology

Inbound sales organizations develop a sales process that supports the prospect through their buyer's journey. Note the stages that buyers move through: Awareness, Consideration, and Decision. Note as well the four actions (Identify, Connect, Explore, and Advise) inbound sales teams must implement to support qualified leads into becoming opportunities and eventually customers.

Answer 2

As the aim of inbound sales strategy is to sell products that people buy, the identify phase is the main and the most essential phase.

It helps in identifying and pursuing only business that can be successful.

Creating a sales funnel that is measurable and predictable becomes easy once a business opportunity is identified.