Inbound Selling: How to Change the Way You Sell to Match How People Buy

  • 3h 45m
  • Brian Signorelli
  • John Wiley & Sons (US)
  • 2018

B2B Sales Has Changed. Have You?

Over the past decade, Inbound Marketing changed the way companies earn buyers' trust and build their brands - through meaningful, helpful content. However, that change brought unprecedented access to information and power that B2B buyers never enjoyed before. What does it mean for today's sales professionals?

Enter the Age of Convenience, where buyers no longer have to rely on a sales rep to research their challenges or learn more about how a company's offering might fit their needs. In a world where over 60 percent of buying decisions are made without a sales rep, everyone in sales needs to evaluate what they're bringing to the table, from frontline sellers to managers in the office and C-suite.

Now is the time to CHANGE THE WAY YOU SELL to MATCH HOW PEOPLE BUY. It's called, "Inbound Selling," a human-centric and buyer-first sales approach for the modern sales rep and sales organization.

In this single primer on inbound sales, you will learn how to:

  • Implement the entire inbound sales playbook, including techniques to identify receptive buyers, connect with them, explore their unique goals and challenges, and advise them on what to do next
  • Get through the toughest challenges along the entire journey from sales rep to manager with a valuable, hard-won survival guide
  • Make sales a team sport with an executive playbook to empowering and guiding every member of your team

Gone are the days of sales reps' privileged knowledge of products and markets. Buyers are in control now, and with Inbound Selling, you can rocket your sales numbers by tailoring every buyer's sales experience to their specific needs and goals.

About the Author

Brian Signorelli is the director of HubSpot’s Global Sales Partner Program, where he advises HubSpot partners on inbound sales and inbound marketing to grow their client’s companies, as well as their own. He regularly writes, develops, and presents inbound sales content for HubSpot’s marketing agency partners and their customers. He is also the founder of InboundSeller.com, a sales consulting and training firm.

In this Book

  • Foreword
  • Introduction
  • I was Never Supposed to Be in Sales
  • Why Inbound Sales Matters
  • Identify—How to Identify the Right People and Businesses to Pursue
  • Connect—How to Engage Active—and Not So Active—Buyers
  • Explore—How to Properly Explore a Buyer's Goals and Challenges
  • Advise—How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs
  • Closing and Negotiating
  • The First-Time Sales Rep–To-Manager Survival Guide
  • Reflections on Sales Leadership
  • Sales is a Team Sport—The Executives' Guide to Transforming into an Inbound Sales Organization
  • The Future of Sales—An Epilogue
  • Notes
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