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Inbound Selling

Author: Brian Signorelli

Publisher: John Wiley & Sons

Published: 2018-04-16

Total Pages: 288

ISBN-13: 1119473276

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.

Inbound Selling

Author: David Brock

Publisher: Scribl

Published: 2019-02-22

Total Pages: 31

ISBN-13: 1633482219

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While there are quite a few marketing techniques and strategies out there that have been working since the Dark ages, with the advent of the Internet, things have shifted and changed dramatically. Cold calling and straight advertising are no longer the only or even the most effective way to do business. Instead your prospects and customers are actively searching for information. More import...

The Sales Acceleration Formula

Author: Mark Roberge

Publisher: John Wiley & Sons

Published: 2015-02-24

Total Pages: 227

ISBN-13: 1119047072

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Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.

SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Outbounding

Author: William Miller

Publisher: HarperCollins Leadership

Published: 2020-11-03

Total Pages: 336

ISBN-13: 1400219450

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Sometimes, sales organizations rely too heavily only on inbound lead generation. However, when the inbound leads dry up and marketing efforts stop yielding results, the need for outbound activity becomes more crucial than ever. Many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is following up on inbound leads or just trying to upsell current customers. Conversely, this is the critical time in the life of a business when?organizations with a team trained to sell outbound successfully will rise above the rest.?? Outbound selling can be intimidating even to the most senior rep, yet that same intimidation around cold calling and outbound sales can be transformed into confident success with the right?tools at your disposal. In Outbounding, sales expert William Miller provides sales teams with everything they need to: Have the right tools to outbound and not to just harass Learn how to outbound to the C-Suite as well as the manager level See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills Utilize templates and ideas that really work and can be adapted to one’s own style Outbounding equips sales people with the knowledge, training, and road-tested sales tactics to raise the success rate of their outbound sales, using proven strategies that deliver breakthrough results.

The Sales Acceleration Formula

Author: Mark Roberge

Publisher: John Wiley & Sons

Published: 2015-02-03

Total Pages: 227

ISBN-13: 1119047013

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Inbound Organization

Author: Dan Tyre

Publisher: John Wiley & Sons

Published: 2018-04-24

Total Pages: 288

ISBN-13: 1119482453

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Use inbound principles to build and strengthen your company’s future We’re in a major shift in a fundamental aspect of how businesses grow, how buyers purchase, and how businesses build meaningful conversations and customer relationships. Companies who align their mission, strategies, action plans, and tools with the way buyers think, learn, discover, and purchase will have a huge competitive advantage. Organizations need to adjust their mindset and build a strategic foundation to deal with these facts and not just update a business plan. Inbound Organization shows leaders how to build their company's future around Inbound principles and strengthen the structural foundations necessary to deal with the changes in buyer behavior. It explains how and why Inbound ideas and how to create a remarkable customer experience belong in the boardrooms and on the desks of founders, entrepreneurs, business leaders, and anyone who has a responsibility to lead their organizations into the future. • Discover the foundation of inbound principles • Learn how to put ideas into practice today • Read about organizations that successfully apply the principles of Inbound • Keep your business on course to succeed amidst buyer changes Stay ahead of the curve and learn how to use Inbound principles to ensure you’re always ahead of the curve.

Inbound PR

Author: Iliyana Stareva

Publisher: John Wiley & Sons

Published: 2018-04-16

Total Pages: 192

ISBN-13: 1119462274

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The digital era’s new consumer demands a new approach to PR Inbound PR is the handbook that can transform your agency’s business. Today’s customer is fundamentally different, and traditional PR strategies are falling by the wayside. Nobody wants to feel “marketed to;” we want to make our own choices based on our own research and experiences online. When problems arise, we demand answers on social media, directly engaging the company in front of a global audience. We are the most empowered, sophisticated customer base in the history of PR, and PR professionals must draw upon an enormous breadth of skills and techniques to serve their clients’ interests. Unfortunately, those efforts are becoming increasingly ephemeral and difficult to track using traditional metrics. This book merges content and measurement to give today’s PR agencies a new way to build brands, evaluate performance and track ROI. The ability to reach the new consumer, build the relationship, and quantify the ROI of PR services allows you to develop an inbound business and the internal capabilities to meet and exceed the needs of the most demanding client. In this digital age of constant contact and worldwide platforms, it’s the only way to sustainably grow your business and expand your reach while bolstering your effectiveness on any platform. This book shows you what you need to know, and gives you a clear framework for putting numbers to reputation. Build brand awareness without “marketing to” the audience Generate more, higher-quality customer or media leads Close the deal and nurture the customer or media relationship Track the ROI of each stage in the process Content is the name of the game now, and PR agencies must be able to prove their worth or risk being swept under with obsolete methods. Inbound PR provides critical guidance for PR growth in the digital era, complete with a practical framework for stimulating that growth.

Inbound Content

Author: Justin Champion

Publisher: John Wiley & Sons

Published: 2018-04-24

Total Pages: 256

ISBN-13: 1119488958

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Develop and implement an effective content strategy tailored to your business’s needs Inbound Content is a step-by-step manual for attracting the right people, turning them into leads, and closing them into customers. Today, everyone knows that content is king. It’s how we engage, how we inform, and how we pass the time; content is everywhere, and if you’re not leveraging its power to promote your business, you’ve already been left behind. Having a website and social media is not enough; if you truly want to take advantage of unprecedented levels of connectedness, you have to create content that draws customers in. It’s not about blindly expanding reach, it’s about reaching out to the right audience. Today’s marketplace is no longer about chasing the sale—with the right approach to content, your customers will come to you. Your content must be valuable, relevant, and consistent—but how should it be implemented at the actual content-creation level? This book shows you how to develop a unified strategy, create compelling content tailored to your needs, and utilize that content to its greatest advantage in order to build your brand. Discover the power of storytelling and generate effective content ideas Plan a long-term content strategy and a content creation framework Create great content, promote it, measure it, and analyze its performance Extend your content’s value, become a more effective writer, and develop a growth mentality Effective content is worth its weight in marketing gold. It stands out from the noise, and to the customer, looks like an oasis in a desert of clickbait and paid reviews. Inbound Content shows you how to plan, build, and implement your content strategy for unprecedented engagement and sales.

Linked Inbound

Author: Sam Rathling

Publisher:

Published: 2019-10-29

Total Pages: 215

ISBN-13: 9781686504662

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This book was written for every individual that knows the huge potential of LinkedIn®, but with no idea how to unlock it. Well... I am about to give you the key. At the time of writing this book, my Social Selling framework has generated close to £10million in closed business, for my clients in just the last year.Typically Sales Directors, CEO's, Entrepreneurs, Business Owners, and Experts pick up this book because they are worried about a weak or empty sales pipeline. Despite being really good at what they do, they just don't have enough leads coming into their business and really need more clients. Many are overwhelmed by just how much there is to do running their business or team and cannot find the time to fit LinkedIn® to their busy schedule. Most people know they need to be on LinkedIn® but are frustrated because they don't have the knowledge to make it work and they just can't seem to get the new business they know they should be getting.Prospecting, lead generation and pipeline building via traditional methods are failing. Social selling gives you a competitive edge that gets you seen by your target market. According to LinkedIn®, social selling leaders create 45% more opportunities than peers, are 51% more likely to reach quota and 78% of social sellers outsell peers who don't use LinkedIn®.You will really like this book and benefit hugely from it if: - You have no profile at all on LinkedIn® and are starting from scratch - You have a profile on LinkedIn® but can't remember the last time you looked at it!- You are using LinkedIn® already but currently, do not get any business from it - You have limited time to spend on LinkedIn® and need to know what to do day to day- You are ready to take your online reputation and your business to the next level - You want to position yourself as the 'go-to' expert in your field - You know your target market is on LinkedIn® but you have no clue how to gain access to them - You have employees that you could replicate this advice to - You have heard of 'Social Selling' but don't really know what it is- You want to know how to turn LinkedIn® into real leads and sales opportunities - You work in an organisation that has invested in LinkedIn® Sales Navigator for your sales teamThe book covers some key areas including the core principles of social selling; how to build a powerful LinkedIn® profile; sales prospecting to build your pipeline; how to gain competitive edge on LinkedIn®, content marketing on Linkedin® including 12 types of LinkedIn® posts, positioning yourself as a 'go-to' expert; LinkedIn® company pages and how to build your company brand, LinkedIn® groups; LinkedIn® Premium vs. Sales Navigator; social selling habits, your system for LinkedIn® success, plus additional LinkedIn® learning resources and tools.Linkedin® is a phenomenal tool for sales and marketing, this book is everything I know about how to generate sales from Linkedin®. Having spent more than 25,000 hours mastering LinkedIn® as a recruiter, sales professional and now a business owner, this book is everything I know about social selling and LinkedIn® packed into an easy to read, practical book. Learn, master and implement these 8 strategies and you will catapult your LinkedIn® results, smash your sales quota, build your personal brand and achieve everything you want in your business.