Inbound selling
Subtitle: how to change the way you sell to match how people buy
By: Brian Signorelli
Published: 2018
Language: eng
Number of pages: 250
ISBN-13: 9781119473411
Subjects: Selling; Telemarketing; Customer relations
Description: "Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers trust and build their brands through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a companys offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the insidehis unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer"--

"Over the past decade, Inbound Marketing has changed the way companies earn buyers' trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company's offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question"--
Notes: Includes bibliographical references and index.
Table of contents: title: Part 1. The "why?" behind inbound sales.  I was never supposed to be in sales; title: Why inbound sales matters; title: Part 2. How to be an inbound seller: a playbook for the front-line sales rep.  Identify: how to identify the right people and businesses to pursue; title: Connect: How to engage active, and not so active, buyers; title: Explore: How to properly explore a buyer's goals and challenges; title: Advise: How to advise a buyer on whether or not your solution addresses their needs; title: Closing and negotiating; title: Part 3. How to lead inbound sellers: reflections for the front-line sales manager.  The first-time sales rep-to-manager survival guide; title: Reflections on sales leadership; title: Part 4. What inbound selling means across the executive suite.  Sales is a team sport: the executives' guide to transforming into an inbound sales organization; title: Part 5. The future of sales and the sales profession.  The future of sales: an epilogue by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice.