Inbound - The Blog: The Secrets Behind Click To Close


Inbound Marketing Only Works When It's Aligned With The Buyer’s Journey

Why is inbound marketing so dependent on the buyer’s journey?

What difference does it make? Can’t we just create content, publish it and drive results without this extra step?

Of course you can, but getting good at inbound marketing includes understanding the nuances that help you turn average results into awesome results.



How Inbound Sales Helps Navigate Today’s Highly Complicated Sales Maze

Forget the traditional sales funnel. It’s gone. Today, people don’t flow down a V-shaped pipe.

Instead, they work their way through a maze, creating their own personal buyer journey, which is impacted by any number of internal and external influences. 

The goal of your inbound marketing and inbound sales efforts must evolve, too. Your sales people and the marketing you’re creating must be strategic in order to help your prospects navigate through that maze.

You need to be there at the converging paths and help them make the right decision – left, right or straight.

If you’re not sure how to do that, don’t worry. You’re not alone. Most of the world is also grappling with this change. While it appeared to have happened overnight, this change has been going on for a long time. It’s only now that people are talking about it.



9 Ways Your Sales People Turn Off Prospects So They Never Buy From You

You might be surprised to know how many land mines exist in the sales process. In fact, there are many more chances for your sales people to blow it with a prospect than for them to impress.

Getting people to say yes, whether it’s to a $50 monthly subscription or a $500,000 technology sale, is complex in its own right.

It comes down to this: Are your people telling your prospects everything they need, when they need it, so they feel safe hiring your firm?

Here are nine ways your sales people might be blowing it during your sales process, and how they should adjust their activities to move all of your prospective clients forward.



Inbound Marketing Requires Content Be Delivered In Context

You might have heard about the 10,000 hours rule? In Malcolm Gladwell’s book Outliers: The Story of Success he states that it takes about 10,000 hours to get good at something. We’re well past that magical mark for our time working on inbound marketing programs.