Inbound Selling: How to Change the Way You Sell to Match How People Buy - Rilegato

Signorelli, Brian

Rilegato

ISBN 10: 1119473411 ISBN 13: 9781119473411

Casa editrice: John Wiley & Sons Inc, 2018

Riassunto

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:

• How inbound sales grew out of inbound marketing concepts and practices
• A step-by-step approach for sales professionals to become inbound sellers
• What it really means to be a frontline sales manager who leads a team of inbound sellers
• The role executive leadership plays in affecting an inbound sales transformation 

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.

Su questo libro

L'autore

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.

Dalla seconda/terza di copertina

Once upon a time, sales reps traversed the continent carrying barely portable computers with the hopes of meeting maybe two out of three potential clients face to face. How many times do you think those reps tried to sleep on a crowded plane and dreamed about clients coming to them? Cut to: today, where the inbound approach to marketing makes that sales dream come true. However, the selling game itself has been flipped on its head. Yesterday, sales reps controlled all the information a prospect needed to make an informed purchasing decision. Today, with only a laptop and a few keystrokes, the buyer is in the driver's seat. Inbound Selling translates the connectivity and insight produced by inbound marketing into a world-class selling strategy in tune with today's informed and empowered buyer.

In a world where over 60 percent of buying decisions are made without a sales rep, everyone in sales needs to evaluate what they're bringing to the table, from frontline sellers to managers in the office and C-suite. No one is better qualified to define the contemporary sales rep than Brian Signorelli, who joined the hottest inbound marketing company on the planet with no sales experience and rose to director of a global program in just four years. In this biographical guidebook, he takes you step by step through his personal training and work experience at Hubspot so you can evolve into an inbound seller at any stage of your career and transform any sales department into an inbound powerhouse.

Brian's refreshing perspective on this innovative approach to sales is free from the cobwebs of bias and old habits from obsolete outbound sales tactics. Along with his own reflective narratives, real-world examples, and model dialogues, he lets in the voices of Hubspot's thought leaders on specific topics to share practical expertise. In this single primer to inbound sales, he shows you how to:

• Implement the entire inbound sales playbook, including techniques to identify receptive buyers, connect with them, explore their unique goals and challenges, and advise them on what to do next
• Get through the toughest challenges along the entire journey from sales rep to manager with a valuable, hard-won survival guide
• Make sales a team sport with an executive playbook to empowering and guiding every member of your team

The days of sales reps' privileged knowledge of products and markets are gone. Buyers are in control now and with Inbound Selling, you can rocket your sales numbers by tailoring every buyer's sales experience to their specific needs and goals.

Dettagli dell'edizione

• Editore: John Wiley & Sons Inc
• Data di pubblicazione: 2018
• Lingua: Inglese
• ISBN 10: 1119473411
• ISBN 13: 9781119473411
• Rilegatura: Copertina rigida
• Numero di pagine: 288
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile