Today's buyers hold all the cards: they research, they compare and they shop around. When they finally do seek the help of a salesperson, they are looking for a helpful adviser, not a pushy salesperson looking for a quick close!
Creates Sales Process
Demo | Prospect | Close
Aware | Evaluate | Buy
Inbound Sales prioritizes active buyers over passive buyers using clues to zero in on interests (e.g., website pages viewed)
Source: HubSpot Sales Blog, 2017