Inbound - The Blog: The Secrets Behind Click To Close


How To Shorten Your Sales Cycle By 2 Weeks And Improve Revenue By 25%

You Think You Have A New Customer, They’re About To Sign And Then They Go Underground

Does this sound familiar? It’s happened to almost all of us. This behavior doesn’t mean you’re not getting the deal, it doesn’t mean they don’t like you or want to work with you and it doesn’t mean they changed their mind. But it does mean your sales process is allowing this to happen, and maybe even causing it.

Working on your sales strategy, tracking the metrics associated with sales, and continuously identifying weak spots and adding improvements is how you dramatically improve your company’s ability to increase top-line revenue and do it in a scalable, repeatable and predictable way.

By eliminating friction in the sales process, you’ll help execute the process more quickly and increase close rates, driving revenue generation up and to the right.



Why You Should Do Inbound Marketing And Inbound Sales At The Same Time

Adding Both Simultaneously Might Sound Counterintuitive, But It Will Produce Better Results

Moving from traditional marketing to inbound marketing, and from a traditional sales method to an inbound sales approach, are big undertakings. Both moves come with their own unique challenges. However, the sooner you start, the sooner you’ll reap the rewards.

Today we’re going to diagnose the major challenges associated with both, and attempt to help you be better prepared to make the transition. By understanding the challenges, you can make an informed decision about whether you want to do marketing first and sales second, sales first and marketing second, or both at the same time.

Do you need to do them both?



How Context, Not Content, Makes Inbound Sales Exponentially Powerful

Content Is Interesting, But Content In Context During The Sales Process Equals Revenue Growth – PART 2

Part 1 of this article addressed context within the inbound marketing part of the process. In Part 2, we’ll talk about context within the inbound sales part of the process. Enjoy!

To recap for those following at home, here’s a link to the back story of the company we’re using to describe how context fits into the sales and marketing process. To back up just a bit further, the sales process kicks in when prospects hit the bottom of the funnel and request to speak with someone on your team.



You Already Paid For It – Now Use Content To Close More Sales

Marketing Has Whitepapers, E-Books And Blog Articles, And Sales Should Be Using Them All

Unless you’ve been living under a rock, you already know that you need content on your website in order to turn visitors into leads. You’ve also probably invested at least some money into the creation of this content.

You might have hired an inbound marketing agency or a content marketing agency to help produce this stuff. Maybe you wrote and designed it yourself. Either way, you paid for it and now you need to use it.

It’s one thing to use it in marketing, but there are even more ways to use this content in your sales process that are guaranteed to help you get and close more leads, more quickly and for a higher ticket average. Yes, you heard me correctly: Content helps you drive revenue.



How To Leverage Inbound Marketing Content For An Inbound Sales Process

Why Sales Needs An Inbound Approach, Too

You’ve heard a lot about our philosophy on inbound marketing and sales. You might also remember that in our book, Fire Your Sales Team Today, we talked about the importance of the Revenue Department – a combined team of sales and marketing people all working to exceed the company’s revenue goals.

But, what you might not know is that leveraging some of the work you’ve already done on your inbound marketing program to help you move toward inbound sales is easier than you thought.



The Sales Playbook Is Broken And Inbound Sales Can Fix It

Buyer behavior has changed and the way you sell to your prospects has to catch up quickly. Your prospects don’t read your unsolicited emails, they don’t answer your phone calls and they definitely don’t read your mail. So what do you do?

The answer is inbound sales: an approach that perfectly matches a sales methodology to the way buyers want you to work with them. Here’s a collection of challenges with today’s sales playbook and how inbound sales fixes them.



How Inbound Marketing Knocks Out Your Competition

Over the weekend, 4 million people watched Floyd Mayweather beat Manny Pacquiao. That got me thinking about how inbound marketing helps companies knock out their competition.

So, I wanted to feature an article on exactly how inbound marketing helps you outflank, out-jab and outmaneuver even your toughest competition.

When it comes right down to it, marketing strategy includes telling a remarkable story, in a compelling way, and giving your prospects an experience that gets them feeling great about your company. Regardless of the reality, marketing is all about perception. Don’t get me wrong: In no way am I suggesting that you don’t have to deliver on the promises made during the sales and marketing effort. But, if we’re talking no-fluff here ...

Marketing is a place where you can do a lot to push your competition to the back of the line.



Inbound Sales Teaches You To Know What Your Prospects Want

One of the most famous quotes in marketing comes from Harvard Business School professor Theodore Levitt: “People don’t want to buy a quarter-inch drill, they want to buy a quarter-inch hole.”

I think this applies to inbound marketing and, by extension, inbound sales as well. More importantly, this concept should be affecting how you teach your clients about inbound.

Here are a couple of practical examples. Then, we’ll illustrate how your marketing and sales approaches might have to be shifted accordingly.



How Inbound Sales Pairs Perfectly With Inbound Marketing

The changes in buyer behavior have dramatically altered how we should be thinking about marketing our companies, and inbound marketing is the perfect methodology.

But, what about how we sell? How different is sales from marketing, and don’t we need to change our thinking about sales, too?



Inbound Sales Vs. Traditional Sales: What’s The Real Difference?

Inbound sales sounds like one of those typical buzz words that go along with the sales process du jour. Solutions selling, SPIN selling, conceptual selling, SNAP selling, challenger sales and customer-centric selling are all types of sales methodologies you might have heard about over the past few years. There’s even an article that talks about each one, if you’re interested.

When you read each of the write-ups, you should see something in common. They all appear to teach a sales strategy that “gets the prospect” to do something. But, in reality, science tells us that it’s almost impossible to get anyone to do anything they don’t want to do or on a time frame that’s different from their own internal time frame. In short, people only buy when their pain becomes acute. This means you have no control over when they purchase.