Inbound Selling

Chapter 2Why Inbound Sales Matters

Despite my own perception that I wasn't supposed to be in sales, here I am! Approaching a decade now and going strong. For any tenured sales professional reading my story, you may be chuckling to yourself, thinking, “There's no way this guy knows much about sales. You can't magically replicate years and years of field experience.” I won't disagree with you. You can't replicate years of field experience. Those years made you the great sales professional you've become. However, I think you'd be hard-pressed to find a sales professional today who doesn't think the job is getting harder than it has been in the past or a sales rep who doesn't think it's getting harder and harder to meaningfully connect with prospects consistently. I think you'd also struggle to find a sales rep, sales manager, or sales VP who doesn't find it even the least bit challenging to navigate through the ever-changing sales tech landscape. Last, because the new sales normal is evolving before our very eyes, no one knows exactly how it works, or will work in the future; therefore, there's no concept of someone who has “figured it out” because little has been figured out yet.

These things are true because the way people want to buy is evolving. It has fundamentally changed not only because we as people have become extremely clever in the way we block daily interruptions but also because we've also become particularly adamant about finding information on our own terms and on ...