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We have all experienced it, like a scene straight out of a horror film. The room grows quiet as the phone rings, sending a shudder down your spine. Your calendar does not show any sign of scheduled calls, so who could this be. Your emails continue to pour in, work is piling up and time is ticking away. The phone continues to ring—the number, unrecognizable! It is at this point, you make the decision: to answer or to let it go voicemail. Once again, you're startled by the ring. You choose to be brave, you choose to take action, you choose to answer the call. Immediately, you regret your decision, but it's too late! You are trapped in a cold call!
There is a stigma associated with sales. Similar to many other agency owners, sales is engraved on my to-do's for the company. But the idea of cold calling is enough to make me want to hide under my covers for the remainder of the day. So let's make warm calls instead.Pipeline Generation Bootcamp was the glimmer of hope we needed to transform our outlook on sales and start embracing
each sales opportunity.
Our dedication to growth was the motivation that led Modern Driven Media to become a Hubspot Certified Partner initially. When our rep recommended Hubspot's Pipeline Generation Bootcamp in an attempt to change our outlook on sales, we didn't realize that we would gain more than just a new sales perspective.
Dan Tyre, Hubspot's original Inbound Sales Lion, served as our early Monday morning cup of coffee. With enough energy to make anyone want to pick up a phone, he enhanced our skills and provided us with the tools to confidently execute a new sales strategy for our groups. And when we started seeing results, we were hooked!
Throughout the 10 week bootcamp, we gained clarity, confidence and clients by transitioning from traditional sales tactics to an inbound sales strategy. You can, too!
The buyer/seller relationship has changed! The internet gives consumers access to information right at their fingertips. The power has shifted from the seller to the buyer, and as salespeople, we need to transform the way we sell in order to match the way people now buy.
Inbound sales is a personalized methodology that focuses on the buyer's goals and pain points, establishes trust between both parties, and adjusts to where the buyer is in their buying journey. This personalized approach eliminates the "ickiness" of traditional sales because the sale is not your initial focus. Wait, what? That's right, sales are not your initial focus, helping is!
To learn more, read Understanding the Inbound Sales Methodology.
What are the Principles of Inbound Sales?While sales techniques differ from team to team, there are a few key components that enhance success through inbound sales.
1. Know Your Audience
Think about your frustrations when you get a call from a salesperson. Traditional sales primarily focus on selling the solution, without necessarily understanding your problem. Do your research! Just like buyers are now more educated than ever going into their purchase decisions, the salesperson needs to be prepared, too. Based on your research, determine what value you can provide before asking for something in return.
2. Always be helping!
The worst thing a sales person can do is sell. No one likes being sold to, but people enjoy when others offer to help. At the end of the day, all businesses are interested in growing their business through:
- Lead Generation
- Customer Acquisition
- Client Engagement
- Competitive Advantage
Prove your worth by providing valuable information. When you focus on helping, rather than selling, you foster a relationship that is transparent, comfortable, and nurturing.
3. Don't Assume, Take Interest
Nothing is more detrimental to a conversation than assuming on behalf of a prospect. While you may see common trends across industries, each prospect has their own unique set of challenges and goals. Just like any other conversation, show interest by asking questions and genuinely getting to know the person and their business on the opposite end of the phone.
4. Trust the Process
Let's face it—not every prospect is going to work with you, and that is okay! In return, not all conversations will be a proper fit for your team either, but you can always offer to help. While the inbound sales process provides you with the tools and direction needed to build a solid relationship, always be mindful that execution is the key to success. Trust the process and do the work!
Don't be the scary monster on the other end of the phone. Challenge the status quo, start prosperous conversations, and build lasting relationships by evolving your sales process to align with the way buyers prefer to be approached.
Want to build on what you've learned? Read Understanding The Inbound Sales Methodology
