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Inbound Sales

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. 

Inbound sales teams recognize they must transform their entire sales strategy so they’re serving the buyer.

The Inbound Sales Methodology

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Identify

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.

Identify

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.

Connect

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.

Connect

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.

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Explore

Inbound salespeople explore their qualified leads' goals or challenges to assess whether their offering is a good fit.

Explore

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.

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Advise

Inbound salespeople advise prospects on why their solution is uniquely positioned to address the buyer's needs.

Advise

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.

A New Sales Methodology

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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.

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What You Get Working with Good Idea!

Account Manager

A certified inbound specialist who captains the boat every step of the way. This is your go-to person at Good Idea.

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Marketing Strategist

Our certified inbound marketing experts develop strategic plans and work with you on key initiatives to help achieve your business goals.

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Implementation Team

Our team of highly skilled web developers and designers take care of your digital needs. This includes creating interactive online experiences, graphic and form creation, technical implementation and more.

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12 Month Plan

A comprehensive plan that’s broken up by month to showcase your target customers, business goals and inbound strategies that are in place.

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Content Calendar

The content calendar is used to organize and manage content on all platforms, buyer personas, stages of the buyer’s journey and SMART goals, all in one place.

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Weekly Status Calls

Calls with your account manager to review campaign progress and ensure you are always up to date. Clear communication is what makes us one of Canada's top inbound marketing companies.

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Free Inbound Sales Consultation

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.