INBOUND SALES: TRANSFORM THE WAY YOU SELL

Everyone knows that digital transformation is a real fact, and few can deny this reality. If it is happening in our lives and in marketing, it is not going to stop happening in sales.

But what does it mean to transform the way you sell?

• The sales process has changed completely, and for a good reason: buying habits have changed
• The sales process must adapt to support the ever-changing buying process.

How can we see the change?

Before:

• The sales team used to make cold calls every day, using the same message, no matter who they were talking to
• Sales reps controlled the information and had power over the entire process

“This sales method is centered on the seller.”

Today:

• You should no longer spend your time cold calling everyone
• Now the buyer has the power to do their own research
• Acting as the gatekeeper of information will not increase sales

“The focus of inbound sales is on the buyer.”

In a recent interview, Brian Halligan, co-founder and CEO of HubSpot, says:

"buyers have more information at their fingertips and higher expectations of a relevant, personal experience when making a purchase. Giving them a relevant, personal, and pleasant experience, based on their needs and on their timeline, is what the inbound approach is all about".

In fact, buyers today have so much information at their fingertips that they have usually already made 60% of their purchase decision before they even talk to a salesperson.

This makes the evolution of your sales even more important in order to respond to your customers' buying habits. Now that you know a bit more about Inbound Sales, make sure you can transform the way you sell.

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