Inbound - The Blog: The Secrets Behind Click To Close

 

Inbound Marketing Produced Leads But We're Not Closing Them. Now What?

Inbound Marketing Needs Inbound Sales To Work

Now that you’re getting leads from inbound marketing it might be time to upgrade your old-school sales process to match your new-school marketing. Better yet, if you’re in the middle of moving to inbound, do your company a big favor and work on inbound sales now instead of waiting to realize you’re not great at closing inbound leads.

Your prospects don’t know the difference between sales and marketing. All they know is that they’re in the middle of an experience with your company. If that experience suddenly feels different to them, they’re going to go underground, they’re going to stop replying and they’re going to slow down the entire sales process. If this sounds familiar, you might have an issue.

No worries. Inbound sales is designed to continue the inbound marketing experience for people who have found their way down into the very bottom of the funnel and asked to speak with your salespeople.

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Inbound Marketing And Inbound Sales Have To Lean On Process

Inbound marketing and inbound sales have a lot in common, but perhaps the most significant commonality is that they both require a refined process – one that's followed religiously and adjusted over time based on performance data to drive actual results.

One without the other leads to diminished returns, less-than-desirable results and only a modest improvement in revenue for your business. Time and time again, I’ve had clients ask me how to respond to leads coming into their organizations. What we were told about their sales process was clearly unknown or overstated.

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If You Want To Grow Your Business, Stop Selling!

 You heard right. Stop trying to sell your prospects. This might sound like the worst advice you ever got, but trust me, it’s exactly what your prospects want.

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Fire Your Sales Team Today! – The Book

 The books are in! Today we took delivery of our new book Fire Your Sales Team Today! This inflammatory title has already been making the rounds in the press and generating interest from a number of high profile magazines, radio shows and TV outlets.

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Fire Your Sales Team Today!

 
You read it right, fire all your sales people today, right now. Call them into the conference room and fire them. Regardless if they are at, over or below target; fire them today because your prospects don't want to be sold to anymore.

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Rethink Your Marketing Strategy To Grow Sales

 
Are you struggling with mediocre sales performance?  Do your sales people regularly miss their  sales targets?  Are you experiencing slow growth or worse no growth?  You might be suffering from a misaligned sales and marketing strategy. 

To get out of this predicament, you first have to take a close look at your marketing strategy. 

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Don't Sell, Educate - 3 Ways To Connect With The New Buyer

Grasping the new buyer behavior is vital to survival for any business.

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6 Ways Your Marketing Strategy Must Be Tied Together

 The days when you could run an email campaign, pay-per-click program or simply have a stand-alone website or Facebook page are over.  If your marketing strategy isn't integrated, it is bound to fail.

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6.5 Secret Ways Marketing Strategy Helps Convert Leads To Sales

While marketing and sales are often at odds on the details, they both have the company’s best interests in mind, even if their approaches are slightly different.  Here are 6.5 secret ways marketing can help sales close more business and drive company revenue.

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Stories Must be Part of Your Marketing Strategy

 Arming your sales team with stories will impact the performance of your marketing program.  Your sales team has to stop selling and start guiding.  This means having the stories and using these stories at the right time to help your prospects know, like and trust you.

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