>40% should come to us from the market
Incoming sales
Sales costs
-20%
Inbound sales
40%+
hot leads after each presentation
+10
MIS Methodology and inbound sales
One of the distinguishing features of the MIS Methodology is the appropriate balancing of active (outbound) and inbound sales. In most cases, this means the need to strengthen the underestimated inbound sales (and passive sales). This allows for the reduction of unit sales costs, shortening the sales cycle time, and, somewhat unexpectedly, often reducing marketing costs.
Learn about the Modern Industrial Sales methodology >>
Fundamentals of the Methodology
Modern Industrial Sales
Inbound sales
From the dawn of time, we have been selling and buying. However, the evolution of sales methods has caused our approach to this process to continually change, resulting not only from the awareness of the Client but also from the context of their functioning as well as the channels of mediation and communication.
Nowadays, people are overwhelmed with an excess of information. The stimuli affecting all of us are hundreds of times more intense than they were just a few decades ago. Among this information overload, are you or your employee sending another email to the Client or making another cold call?
If you have not yet empirically come to this realization, we would like to kindly inform you, based on experience, that the overwhelming majority of active efforts simply do not work and are a waste of money. This is particularly true in the case of industrial sales.
That is why so much attention must be paid to properly targeting the audience, building a contact group, fostering relationships, tailoring the offer, and how we conduct the dialogue. In addition to the above, it is extremely important to ensure the appropriate strengthening (and sometimes even achieving dominance) of so-called inbound sales, sometimes simplistically referred to as passive sales (this is not entirely correct, but the market sometimes refers to active sales and "passive" as opposite, meaning in fact the "inbound sales").
In the MIS methodology, inbound sales occupy a special place, as they represent a key element of success for many organizations in building and developing industrial sales. Many people understand this as strictly marketing activities (often very expensive), but that is not the correct explanation. Of course, inbound sales can be generated through a costly market position and expensive marketing; however, in practice, it does not always have to cost a lot. It is necessary to combine and utilize several specific tools to activate a scalable and repeatable stream of inbound sales.
In the MIS methodology, we devote much attention to creating conditions for the gradual growth of inbound sales and shortening the sales cycle through specific actions that enhance the Client's readiness to purchase. Coupled and coordinated actions in this area result in significantly cheaper and shorter sales. This is one of the foundations of the Modern Industrial Sales methodology.
Inbound sales is
faster and cheaper
What if we didn't sell actively but sold more? One of the distinguishing features of OceanBerg is our specialization in creating an environment for the development of inbound sales. We have successfully implemented this in practice, made mistakes, and learned from them for you. Inbound sales have several wonderful properties:
- it is cheaper
- it significantly shortens the sales cycle (the time from contact to order)
- its smart foundations include a significant increase in marketing efficiency, as it is simply done differently (usually much cheaper)
- it greatly improves the well-being of the sales team and the entire company
Would you like to download the matrices in higher resolution? write to us and we will send it to you >>
PSP Matrices
MIS methodology elements
PSP matrices, or "OceanBerg matrices", visualize significant dependencies in sales and productization. They are tools that support the creation of strategies and the definition of product (and service) matrices, aimed at achieving the right balance between active and inbound (as well as passive) sales and designing the customer development path through your services/products.
- P - Productization - Product
- S - Sales Cycle - Sales Cycle
- P - Purchasing Power - Buying Power (Drive)
The problem we help to solve...
Ineffective sales presentations
Diminishing sales energy
Long sales cycle
Sales and marketing overspending
We solve real problems
Do you have the impression that sales trainers and consultants are stating the obvious?
You don't have the energy to smile while thinking about your goals and the chances of achieving them anymore?
Well-being of the sales staff is gradually declining?
Is the sales cycle too long? Do you feel it could be shorter?
Sales doesn't know how to do "prospecting" (finding clients)?
Burnt energy and money?
+48 505 173 493
info@oceanberg.com
OceanBerg Sp. z o. o.
ul. Twarda 18
Warsaw, 00-105
Poland, Central Europe
OceanBerg specializes in dedicated and open-enrollment training for B2B industrial sales staff, and business advisory for companies providing services and products to industrial and corporate customers.
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