Inbound Selling

How to Change the Way You Sell to Match How People Buy

De: Brian Signorelli

Narrado por: Kevin Stillwell

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 percent 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 audiobook, listeners 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 sellers, sales managers, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

©2018 John Wiley & Sons, Inc. (P)2018 Audible, Inc.

a must read

if you are in sales, you should read it there is a lot of information about b2b sales and how it is changing.

Inbound Selling is Real

My thoughts on this book are that the sales strategies of cold calling from list is over. I have waited to see this form of sales since Amazon became my go to for books in 1998. It has taken twenty years to get here. A change is needed. Overall the book give great insight to the methodology of inbound selling and highlights the potential impact once this process is embraced by businesses.

Minimal practical advice

The book reads more like a victory lap of HubSpot’s and the authors success rather than anything resembling a practical guide to inbound selling. The book spends the first several chapters saying over and over why it is important to do inbound selling, but then only offers a few sales question lines as the “how“. The book also presupposes, and in fact requires that you have a strong inbound marketing team in order to even begin finding this book useful.

Not what I was looking for...

The book is interesting for people in sales, but it is mostly just about one man's experience. It is a little to surface level about a lot of interesting topics in my opinion.

Should be titled sales and sales management 101

The topic of inbound selling is crucially important, but this author, unfortunately does not cover much about this topic. Instead, this is a poorly written sales and sales management 101. I got a few good tips from this one, but a book titled inbound selling should really focus on the process of converting leads into sales and dive into the various complexities of that business model both for Frontline sales people, and managers. This book is much more general in nature, and the author is clearly not an experienced writer, so I would advise looking for other books to serve this purpose.