In a world where over 60% of buying decisions are made without ever speaking to a sales rep, it's clear that sales professionals need to rethink their approach. This evaluation often begins with your sales strategy. If you're still spending a ton of time prospecting, only to turn up contacts that simply aren't interested in your product or service, you're doing it wrong.
This is where inbound selling comes in. Inbound selling is a transformational approach to sales that allows you to connect and prioritize prospects who have already begun their buyer's journey or expressed interest in your business. And while it's often easier to close these opportunities, sharpening your closing and negotiating skills will always be worth a rep's time.
For that reason, we pulled out this actionable (and extremely valuable) chapter from HubSpot Global Sales Partner Program Director Brian Signorelli's new book: "Inbound Selling: How to Change the Way You Sell to Match How People Buy." This chapter is filled with closing techniques, negotiation advice, and sales wisdom designed to help you adapt your approach for the modern buyer.
Just sharing some free knowledge that we hope you’ll find useful. Keep us in mind next time you have marketing questions!