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Mike Lieberman, CEO and Chief Revenue ScientistThu, Sep 22, 2016 4 min read

3 Selling Techniques You Can Learn From Inbound Marketing Agencies

{}Inbound marketing takes a lot of the legwork out of selling. Instead of chasing customers with wasteful and intrusive methods, you let interested audiences come to you before gaining leads and converting them to customers. But this doesn’t mean your sales team should grow passive. If anything, inbound marketing should help them be more proactive and productive in their sales habits. These strategies work best when sales and marketing teams work together, and there are plenty of techniques that allow each department to exhibit their strengths.

From enhancing your website to understanding your customers, inbound marketing approaches can help sales staff close faster and easier than ever before. With these three selling techniques, you can better acclimatize yourself with what it takes to sell in a marketing-driven business environment.

1. Creating Content Can Help Boost Sales

It’s important to remember that you’re never just selling a product to your customers. If you were, there would be little that sets you apart from your countless competitors. To truly succeed, you also have to realize that you’re selling an idea along with your goods and services. When customers shop with you, they’re choosing to believe that you’re the best option that’s available for their needs. If you can’t establish this credibility through effective selling techniques, your ability to close a deal may suffer.

Producing content for your website has many benefits. It can help your customers understand more about your products, establish your authority within your field, or simply draw attention to your site. But in addition to publicizing your company, content creation also helps you narrow in on the true value of your product. If you have to write articles that extol the virtues of the goods you’re selling every day, you’re more likely to be able to distill the core appeal of these commodities. And if you can then communicate this value to your customers in person, you’ll be more likely to close.

2. Using Closed-Loop Marketing Can Make Your Site Better

If you want to sell to a client effectively, it helps to know who they are and what they want. Buyer personas can help conjure basic ideas about your audience, but sometimes you can’t rely on a broad generalization to understand a customer’s desires. You may need a more specific approach.

Closed-loop marketing offers cold hard data that can help you know exactly what potential clients are looking for. This selling technique uses cookies and tracking URLs to follow a visitor’s movements through your website. When they fill out a contact form and convert into a lead, customer relationship management (CRM) software shows you which pages they visited and when. This can have a tangible effect on how you sell to a given client. For example, if a potential customer visits certain product pages, it may hint at the kind of product that they’re looking for. You can then tailor your sales strategy to meet their needs, making them more likely to purchase from your team.

3. Plan a Nurturing Campaign

While capturing leads is easier than ever thanks to inbound marketing, companies still need skilled salespeople to actually close those sales. Without them, leads can stagnate for ages, which ultimately does no good for your business. A nurturing campaign sends emails to leads that have completed a form but have not closed the sales loop. These usually contain content that is especially suited to that business. If you can establish the right timeframe and objectives, you can use these methods to demonstrate the value of your products to these leads. As a result, they may be more inclined to make a deal with you.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.