Week 12: MKTG 348- Hubspot Lesson 11

Inbound sales occurs in the close section of methodology. Sales and marketing go together because they work together in the smarketing process to increase revenue. Today, buyers have much more information on companies available, so they have a higher expectation for relevant, personal experiences when making a purchase.

Traditionally a sales team performed cold calling, were information gatekeepers, had static pitches, and were seller-centric. In inbound marketing they attract with content, are an open book, leverage the buyer's content, and are buyer-centric.

There are four best practices for effectively transforming the way you sell. They are, transform the way you target accounts, the way you prospect accounts, the way you connect with accounts, and the way your prospects perceive you as a sales person.

In order to do all of those steps you need to make sure you research your lead thoroughly. You should look up company information, read about their industry, check social media, and have overall lead intelligence. Today being a sales rep is all about understanding the customer before you call. You need to perform research, and have a game plan before you even think about picking up your phone and calling them. Inbound sales is all about providing a customized experience for everyone you call.