The internet has changed our buying behaviour bla bla bla.....
Perhaps you're tired of this message but you do know that traditional methods are not working as they once did. Marketing has slowly been transforming over the past decade to the point at which the past 2 years have been transformative for many businesses.
Technology and the way in which it drives and influences our behaviour only means that marketing will continue to evolve at lightening speed.
For many businesses there is one challenge they face. One that is firmly ingrained into the culture of a business, one that we can now fix.
We have changed our buying behaviour, we can't get around it but the biggest and most unsettling aspect of this is that buyers now have the power. It has turned the buyer-seller relationship completely upside down and sales teams are fairly powerless.
That is until now, until technology and processes have caught up with their marketing counterparts and enabled what is now being labelled as Inbound Sales. A way of getting into the conversation earlier with the prospect.
Developing a sales process that actually supports a buyer and uses their engagement with your content and your marketing to help you identify, connect, explore and advise them.
INBOUND SALES - it will transform your sales teams as Inbound Marketing has transformed your marketing teams.
Inbound salespeople Identify strangers who may have goals or challenges they can help with. These strangers become leads. Inbound salespeople Connect with these leads to help them decide whether they should prioritize the goal or challenge. If the buyer decides to do so, these leads become qualified leads. Inbound salespeople Explore their qualified leads’ goals or challenges to assess whether their offering is a good fit for the qualified leads’ context. If it turns out it’s a good fit, these qualified leads become opportunities. Inbound salespeople Advise these opportunities on how their offering is uniquely positioned to address the buyer’s context. If the buyer agrees the salesperson’s offering is best for their context, these opportunities become customers.