Sell The Way Prospects Buy
Sell The Way Prospects Buy
With the amount of marketing material on the internet, today’s buyers no longer have to rely on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer’s context.
Identifying the right business opportunities from the start can be the difference between a thriving business and a failing one. Knowing what to look for also helps salespeople create a predictable, scalable sales funnel.
Most buyers are already in the awareness stage of the buying journey before they engage with salespeople. Inbound salespeople prioritize active buyers ahead of passive buyers. Active buyers may have recently visited the company website, filled out a form or opened one of the salesperson’s emails.
Inbound salespeople connect with leads to help them decide whether they should prioritize the goal or challenge they're facing. If the buyer decides to do so, these leads become qualified leads.
Legacy salespeople use cold emails and voicemails with the same generic elevator pitch and entice the buyer with a discount. Inbound salespeople lead with a message personalized to the buyer’s context. This context could be the buyer’s industry, role, interests, common connections, and so on.
Inbound salespeople explore their qualified leads' goals or challenges to assess whether their offering is a good fit.
Guide an exploratory conversation so that you’re in control, but your prospect feels like they’re being empowered to make the right decisions. Unlike traditional qualification frameworks like BANT, this new exploratory framework is something you’ll openly share with your prospects.
Inbound salespeople advise prospects on why their solution is uniquely positioned to address the buyer's needs.
Inbound salespeople advise prospects on why their offering is uniquely positioned to address the buyer’s context. By sticking to a generic script, legacy salespeople fail to represent their strategy as a solution to their prospect’s specific needs. Prospects want to know how features are specifically going to help them and their situation. As an inbound salesperson, you serve as a translator between the generic messaging found on your company’s website and the unique needs of your buyer.
The Inbound Sales Methodology covers every step of the buyer’s journey traveled on the road from stranger to customer, and each corresponding salesperson action. The new methodology acknowledges that Inbound Sales doesn’t just happen — you do it. And, you do it using tools that help you personalize the sales process to appeal to precisely the right leads, in the right places, at just the right time in their buying journey.
Interested in seeing how implementing the Inbound Sales Methodology could help your company grow? Sign up for a free consultation to take an inside look at Hubspot’s Sales platform.