Details

Inbound Selling

How to Change the Way You Sell to Match How People Buy
1. Aufl.

von: Brian Signorelli
CHF 23.00
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	16.04.2018
ISBN/EAN:	9781119473275
Sprache:	englisch
Anzahl Seiten:	288

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Beschreibungen

Titelbeschreibung

Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: <ul> <li>How inbound sales grew out of inbound marketing concepts and practices</li> <li>A step-by-step approach for sales professionals to become inbound sellers</li> <li>What it really means to be a frontline sales manager who leads a team of inbound sellers</li> <li>The role executive leadership plays in affecting an inbound sales transformation </li> </ul> For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

Inhaltsverzeichnis

Acknowledgments xi Foreword xiii On the History of Sales through the Salesperson’s Eyes, by Dan Tyre xiii On the Current State of Sales and What the Decades Ahead May Hold, by Mark Roberge xviii Preface xxiii Introduction xxv An Interview with Brian Halligan xxvi Part 1 The “Why?” Behind Inbound Sales Chapter 1 I Was Never Supposed to Be in Sales 3 Chapter 2 Why Inbound Sales Matters 23 Part 2 How to Be An Inbound Seller: A Playbook for the Front-line Sales Rep Chapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37 Chapter 4 Connect: How to Engage Active—and Not So Active—Buyers 63 Chapter 5 Explore: How to Properly Explore a Buyer’s Goals and Challenges 75 Chapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91 Chapter 7 Closing and Negotiating 109 Part 3 How to Lead Inbound Sellers: Reflections for the Front-line Sales Manager Chapter 8 The First-Time Sales Rep–to-Manager Survival Guide 125 Chapter 9 Reflections on Sales Leadership 147 Part 4 What Inbound Selling Means Across the Executive Suite Chapter 10 Sales Is a Team Sport: The Executives’ Guide to Transforming into an Inbound Sales Organization 177 Part 5 The Future of Sales and The Sales Profession Chapter 11 The Future of Sales: An Epilogue by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice 215 Notes 233 Index 239

Autorenportrait

BRIAN SIGNORELLI is the director of HubSpot's Global Sales Partner Program, where he advises HubSpot partners on inbound sales and inbound marketing to grow their client's companies, as well as their own. He regularly writes, develops, and presents inbound sales content for HubSpot and its channel partners. He is also the founder of InboundSeller.com, where you can find tools and resources to become an inbound seller and transform any sales department into an inbound powerhouse.

Back cover copy

PRAISE FOR INBOUND SELLING "Brian has delivered a book that is at once strategic but also highly tactical—a 'two-step' that most sales books struggle to deliver. While he grounds his work in a high-level, strategic discussion of the massive changes we're seeing in the customer buying environment, he manages to couple this with an incredibly practical set of guidance for how sales reps, managers, and leaders should adapt their approaches in light of these changes. I highly recommend it." —MATTHEW DIXON, co-author of The Challenger Sale and The Challenger Customer, senior partner, Korn Ferry Hay Group "Inbound Selling weaves Signorelli's personal narrative as a leading sales rep and sales manager throughout an actionable playbook for executing an 'inbound sales' process. The book clearly illustrates a step-by-step guide for engaging inbound leads and provides an invaluable starting point for building an inbound sales organization." —DANIELLE HERZBERG, head of SMB Sales, Slack "Sales books are a dime a dozen. Most are uninspired and full of the same platitudes we have heard a million times before, just with a different spin and repackaged 'methodology'. A select few are inspirational and unique, and even fewer provide real tactical insights a salesperson can apply to their day to day and long-term career. This is one of those books." —SAM BELT, sales professional and inbound seller, HubSpot "This is a must read for anyone in sales or thinking about becoming a sales professional! Brian lays out the step by step how to master inbound sales with practical examples and real-life tales of starting from the very beginning." —JILL FRATIANNE, sales professional, inbound seller and entrepreneur "Brian's book is not only incredibly tactical, but it really makes you think. It makes you re-think everything you know about sales and instead truly look at the sales process from the perspective of the buyer… and then meet them there. He provides a play-by-play breakdown of what the new inbound seller's steps should be and does it in a way that is easy to understand and execute. Everyone in sales (and marketing!) should read this book." —DANI BUCKLEY, general manager, LeadG2/Center for Sales Strategy