the inbound sales methodology
TRANSCRIPT
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The Inbound Sales Methodology
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Inbound Marketing has grown very quickly
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And Inbound Marketing is preferred 3:1
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86% of B2B companies are using Inbound
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But only 38% consider it effective
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Where’s the disconnect?
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Most companies and salespeople have not made changes to align the way they sell to the buyer’s
journey
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The Inbound Sales Methodology aligns marketing and sales
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What Makes This Sales Methodology Different?
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It supports selling the way people like to buy
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It begins outside of sales with marketing
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It continues after the “close”
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Why Adopt an Inbound Sales Methodology?
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To align sales and marketing
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Alignment delivers higher marketing ROI
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What is The Inbound Sales Methodology?
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A sales methodology designed to support the desire of today’s buyer to self educate before making contact with a salesperson. It consists of activities performed by both sales and marketing teams.
The Inbound Sales Methodology
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• Establish expertise• Promote
reputations• Share knowledge
Stage Activities:PublicAuthoritativeVoice
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• Reading Digital Body Language
• reConnecting• Contextual-based
engagement
Stage Activities:
VProgressive
Qualifying
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• Defining mutual success
• Navigating internal & external barriers
• Moving from discussion to agreement
Stage Activities:
Collective Decision Making
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• Using the power of ProClosing
• Handing deals back to marketing
• Nurturing the next sale
Stage Activities: CloseContinue &
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John Booth@marketing_hack
[email protected](844) 441-1589
Director of Sales
Here’s How You Can Contact Us
@sheajohnrjsheainboundsalesacademy.com
(301) 639-6027
Director of Curriculum
John Shea
INBOUND SALES ACADEMY