Final answer:
Inbound sales is crucial as 60% of a buyer's decision is made before talking to a sales representative.
Step-by-step explanation:
Inbound sales refers to the process of attracting and engaging potential customers through different marketing techniques. The fact that 60% of a buyer's purchase decision has already been made before even talking to a sales representative means that a significant portion of the buyer's decision-making process happens independently of direct sales interactions.
This highlights the importance of effective inbound marketing strategies that provide buyers with the necessary information and build trust before they even engage with a sales representative. Good inbound sales practices involve creating informative content, optimizing online presence, and engaging with potential customers through channels such as social media, email marketing, and search engine optimization.
By focusing on creating a positive pre-sales experience, businesses can increase their chances of attracting and converting potential customers during the early stages of the decision-making process.