Taking Your Sales Process Inbound

Hello Everybody,
Today we are going to be reviewing helpful tips given by Hubspot in order to make our sales process inbound by transforming the way you sell because buying habits have changed.

Because of this change we need to change the way we sell. Here are some of the best practices for effectively transforming the way you sell.

• First transform the way you target accounts. Make sure you are targeting the right people. 
• Next transform the way your prospect accounts. Understand the lead before picking up the phone and in order to do this you need to research you leads. First find out their company information such as size, revenue, products, customers and the leads role in the company. Second read about their industry, such as their news, funding, hiring, events, expansions or shared contacts. Third check out their social media, is your lead talking wit other companies or researching other needs? And fourth do lead intelligence, monitor the lead's engagement with your company like what did they download or pages are they viewing. 
• Next transform the way you connect with accounts. To do this start with building rapport by establishing a commonality based on your research. Second know your audience, understand who you're talking to and tailor your conversation based on that. Third speak withe prospect's language by articulating your information in a way that resonates with your prospect. Fourth be helpful, answer questions and give tips. 
• Lastly you need to transform the way your prospects perceive you as a salesperson. Be a sales educator by listening and understanding your prospect's pain and challenges. Make your sales organization human again.

After you have done all your research then you can call that lead. When you call ask how to help or offer tips for their company. Offer a positioning statement which is an expression of how a given product, services or brand fills a particular consumer's need in a way that its competitors don't. If you don't get a hold of the person the first time leave a voice mail, followed by a email with the words "per my message" so they know that the voice mail was left first. If they don't respond after a couple of days call again, this time add value to your message to intrigue him. Again if he doesn't answer leave a voice mail, followed with an email. Again if he doesn't contact you call one last time, making it clear in your message that you won't contact him again but you're there for him to reach out to you if he wants to.

Remember to provide a relevant, personal and delightful experience for each of your prospects from start to finish,
-Caitlin Campbell