Inbound Selling

Once upon a time, sales reps traversed the continent carrying barely portable computers with the hopes of meeting maybe two out of three potential clients face to face. How many times do you think those reps tried to sleep on a crowded plane and dreamed about clients coming to them? Cut to: today, where the inbound approach to marketing makes that sales dream come true. However, the selling game itself has been flipped on its head. Yesterday, sales reps controlled all the information a prospect needed to make an informed purchasing decision. Today, with only a laptop and a few keystrokes, the buyer is in the driver's seat. Inbound Selling translates the connectivity and insight produced by inbound marketing into a world-class selling strategy in tune with today's informed and empowered buyer. 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. No one is better qualified to define the contemporary sales rep than Brian Signorelli, who joined the hottest inbound marketing company on the planet with no sales experience and rose to director of a global program in just four years. In this biographical guidebook, he takes you step by step through his personal training and work experience at Hubspot so you can evolve into an inbound seller at any stage of your career and transform any sales department into an inbound powerhouse. Brian's refreshing perspective on this innovative approach to sales is free from the cobwebs of bias and old habits from obsolete outbound sales tactics. Along with his own reflective narratives, real-world examples, and model dialogues, he lets in the voices of Hubspot's thought leaders on specific topics to share practical expertise. In this single primer to inbound sales, he shows you 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 The days of sales reps' privileged knowledge of products and markets are gone. 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.