Inbound Selling

Book 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 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.

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 inside—his 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.

Table of contents

  1. Cover
  2. Praise for Inbound Selling
  3. Title Page
  4. Copyright
  5. Dedication
  6. Acknowledgments
  7. Foreword
    1. On the History of Sales through the Salesperson's Eyes
    2. On the Current State of Sales and What the Decades Ahead May Hold
  8. Preface
  9. Introduction
    1. An Interview with Brian Halligan, CEO and Chairman, HubSpot 2
  10. Part 1: The “Why?” Behind Inbound Sales
    1. Chapter 1: I Was Never Supposed to Be in Sales
    2. Chapter 2: Why Inbound Sales Matters
      1. Core Characteristics of the Modern Sales Rep
      2. Why Inbound Sales Matters
      3. The Inbound Sales Process and Inbound Sales Methodology
      4. The Inbound Sales Methodology7
  11. Part 2: How to Be an Inbound Seller: A Playbook for the Front-Line Sales REP
    1. Chapter 3: Identify: How to Identify the Right People and Businesses to Pursue
      1. How to Define Buyer Fit Before Practicing Inbound Sales
      2. We've Documented, Shared, and Socialized Everything. What's Next?
      3. Final Planning Steps before You Attempt to Engage Anyone, in Any Way
    2. Chapter 4: Connect: How to Engage Active—and Not So Active—Buyers
      1. Connect Call Mechanics
    3. Chapter 5: Explore: How to Properly Explore a Buyer's Goals and Challenges
      1. Getting in the Right Frame of Mind
      2. Exploratory Call Question Examples, in Context
      3. Exploratory Call Follow Through: The Power of a Recap Letter
    4. Chapter 6: Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs
      1. Part 1: Goals, Plans, Challenges, and Timeline
      2. Part 2: Plans to Achieve Sales and Marketing Goals
      3. Concluding the Advise Step: The Soft Close
    5. Chapter 7: Closing and Negotiating
      1. The Inoffensive Close1
      2. The “1 to 10” Technique
      3. The Perfect Close
      4. Facing Reality: Closing and Negotiating Are Similar, but Not the Same
      5. How to Negotiate
  12. Part 3: How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager
    1. Chapter 8: The First-Time Sales Rep–to-Manager Survival Guide
      1. So, You Think You Want to Be a Sales Manager?
      2. “Growing Up” as a Sales Leader
      3. If You Want to Become a Better Coach—and in Turn, a Better Leader—Here's What to Do Next
    2. Chapter 9: Reflections on Sales Leadership
      1. Leadership Artifacts and Examples from My Own Management Experiences
  13. Part 4: What Inbound Selling Means Across the Executive Suite
    1. Chapter 10: Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization
      1. Part 1: Inbound Selling and the Future of the Sales Function
      2. Part 2: How to Create Sales and Marketing Alignment to Drive Growth
      3. Part 3: The Role of Sales Enablement to Fuel Revenue Growth
      4. Part 4: Building a Sales Operations Team to Set Up Growth
  14. Part 5: The Future of Sales and the Sales Profession
    1. Chapter 11: The Future of Sales: An Epilogue
      1. U.S. Consumer Spending (in Millions)
  15. Index
  16. End User License Agreement

Product information

  • Title: Inbound Selling
  • Author(s): Brian Signorelli
  • Release date: April 2018
  • Publisher(s): Wiley
  • ISBN: 9781119473411