The Inbound Sales Methodology

Inbound Marketing has grown very quickly

And Inbound Marketing is preferred 3:1

86% of B2B companies are using Inbound

But only 38% consider it effective

Where’s the disconnect?

Most companies and salespeople have not made changes to align the way they sell to the buyer’s

journey

8

The Inbound Sales Methodology aligns marketing and sales

What Makes This Sales Methodology Different?

It supports selling the way people like to buy

It begins outside of sales with marketing

It continues after the “close”

Why Adopt an Inbound Sales Methodology?

To align sales and marketing

Alignment delivers higher marketing ROI

What is The Inbound Sales Methodology?

A sales methodology designed to support the desire of today’s buyer to self educate before making contact with a salesperson. It consists of activities performed by both sales and marketing teams.

The Inbound Sales Methodology

• Establish expertise• Promote

reputations• Share knowledge

Stage Activities:PublicAuthoritativeVoice

• Reading Digital Body Language

• reConnecting• Contextual-based

engagement

Stage Activities:

VProgressive

Qualifying

• Defining mutual success

• Navigating internal & external barriers

• Moving from discussion to agreement

Stage Activities:

Collective Decision Making

• Using the power of ProClosing

• Handing deals back to marketing

• Nurturing the next sale

Stage Activities: CloseContinue &

John Booth@marketing_hack

john@inboundsalesacademy.com(844) 441-1589

Director of Sales

Here’s How You Can Contact Us

@sheajohnrjsheainboundsalesacademy.com

(301) 639-6027

Director of Curriculum

John Shea

INBOUND SALES ACADEMY

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