Inbound - The Blog: The Secrets Behind Click To Close

 

The 6 Virtues Of Highly Effective Inbound Sales Guides

The Era Of The ‘Killer Salesman’ Is Dead; Long Live The Inbound Sales Guide

Is this a familiar situation?

You’re at a car dealership, starting your search for what represents a major investment for you and your family. You’ve done a bit of research online, but you want to see the vehicle you’re considering in person.

A salesman approaches. You politely explain that you’re just looking and not ready to buy. You just have a few questions.

He’s happy to help. He invites you back into the sales office to get you some information. Before you know it, you’re being bombarded with increasingly aggressive pleas to buy the car now — right now. It’s a once-in-a-lifetime deal. You’ll regret it if you walk away now. He’ll even throw in floor mats.

That salesman is looking at you like prey. He’s targeted you and is just itching to kill. He’s triggering your fight (buy) or flight instincts. If you’re like most buyers in 2016, you choose flight. You’re turned off by the whole experience. You may still buy the car you were looking at, but not from that salesman or that dealership.

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Inbound Sales: Zero To $195,000 In Just 30 Days

As we extend what we learned from inbound marketing to the new practice of inbound sales, it’s important to visualize exactly what we’re proposing and the impact it might have on your business.

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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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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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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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The 4 Stages Of Your New Sales And Marketing Funnel

describe the imageWe need some new vocabullary to understand the new sales and marketing funnel.  Marketing has become a science with the tools necessary to impact each part of the funnel.  But before we look at the new funnel math, we need to establish new vocabulary that matches funnel metrics.  Below are the four key terms used to describe people as they flow through and in or out of the sales and marketing funnel.

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To Call Or Not To Call - That Is The Question!

describe the imageBy now you should have heard that educating, coaching, advising, and guiding prospective customers are the new buzz words in sales and marketing. No longer are we putting the hard sell on our prospects, we aren’t offering them discounts if they sign up today. Now we help them make the right purchase decision.

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Stop Selling and Start Nurturing

Does anyone like being sold to? When a sales person approaches you in a store or calls you unsolicted in the office or at home do you get that happy feeling inside? Why would your prospects feel any differently?

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