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Mike Lieberman, CEO and Chief Revenue ScientistThu, Jan 26, 2017 5 min read

How to Increase Your Sales: 3 Steps to Follow

{}Many changes have occurred in the past few years. The business environment is vastly different from what it once was. As a result, you might have noticed that your sales are declining, even though you’re doing the same things you used to do.

This isn’t a surprise. Buyer behaviours have changed and your marketing and sales strategies must change to match the new way people shop and buy.

Keep reading to learn how to increase your sales. All it takes is three steps.

1. Implement Inbound Marketing

The first thing you need to do is implement inbound marketing. Don’t skip this step! If you don’t implement inbound, the chances are very good that your company won’t exist in five years. That’s how critical important it is in today’s market.

Outbound marketing activities are notoriously expensive. There’s also no way to measure your results or calculate ROI. What’s more, consumers have become so inundated with marketing messages and advertisements that they’ve learned to tune them out, to completely ignore them. As a result, these activities that you’re still performing just aren’t working anymore.

Instead of mailed brochures, TV commercials, radio spots, and billboard ads, inbound marketing is based on internet activities like search engine optimization, content marketing, and social media marketing. In opposition of outbound marketing, which interrupts consumers, these strategies pull interested consumers to your brand instead. The purpose is to put your brand out there where your ideal audience is most likely to see it online. The idea is to give your audiences the information they need when making purchasing decisions, so they’ll be drawn to your brand, learn more about you, and eventually purchase from you.

Not only is inbound marketing more cost effective than outbound marketing, but it’s also highly effective because it’s how people want to be marketed to now. You benefit from better results on a smaller budget.

2. Get Sales Enablement

Many companies, however, make the mistake of implementing inbound marketing but keeping their sales teams the way they are. This second step is required for the first step to work effectively. Your sales people cannot continue to use old-school sales tactics like aggression, manipulation, and pressure to sell to inbound customers. They’ll just alienate their prospects and push people away. They’ll lose out on significant opportunities, simply because they don’t know any better.

You need to teach your sales people how to sell to inbound customers. And you need to give them the knowledge, strategies, tools, and technology they need to improve their sales performance. This is all possible through sales enablement.

A sales enablement expert can increase your sales by getting your sales people ready and able to sell to today’s customers. Your reps will be trained and coached on inbound, they’ll be given more effective selling strategies, and they’ll be given everything they need to improve sales performance.

3. Adapt, Change, and Evolve

It’s going to be a big change in your organization to completely overhaul your marketing department and your sales department. But this is how to increase your sales in today’s business environment. However, it’s important to note that the changes don’t stop once you’ve made these overhauls and gotten on board with the inbound methodology.

Marketing and sales are ever-evolving fields that are in constant disruption. What works today might not work tomorrow. Today’s best practices might be completely outdated in a month from now. Not only do you need to know how to increase your sales right now to get back on track, but you need to know how to increase your sales in the future as well. And this requires you to continuously stay on top of trends in the industry and adapt, change, and evolve as required. You cannot stay stagnant.


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.