Take a moment to consider the differences between legacy salespeople and salespeople who will not only survive, but thrive.
Legacy salespeople are typically oblivious to which buyers are actually active in their buyer’s journey. Salespeople built to survive, also known as inbound salespeople, will prioritize buyers active in their buying journey.
Read this article to learn what separates legacy salespeople from salespeople practicing inbound methods.
The legacy salesperson’s entire lead generation platform is built upon cold outreach. Their outreach incorporates obnoxious interruption marketing and sales tactics. The salesperson will lead with a nonspecific pitch and qualify leads based on budget.
Legacy salespeople go into pitch or presentation mode prematurely. In fact, they often dive right in anytime a buyer expresses the slightest interest--without even remotely understanding the “why” and what is driving the sales process.
A notoriously bad trait of legacy salespeople is they regularly repeat the same presentations. Another even worse trait is they often offer discounts and price concessions to get buyers to purchase on the salesperson's timeline--not the buyer’s timeline.
The Inbound Sales Methodology drives inbound salespeople. The Inbound Sales Methodology was created to help sales professionals follow the modern buyer’s journey.
The methodology consists of four stages:
- Identify Stage: Buyers today are in a buyer’s journey they control. It is important for salespeople who are looking to survive to prioritize where buyers are regarding their buyer’s journey. In this stage, strangers become leads.
- Connect Stage: Inbound salespeople build trust by taking an active role in their buyers’ online conversations. Their social media is led by advice and they personalize their messages based on their buyer persona’s interests. In this stage, leads become qualified leads.
- Explore Stage: Rather than transitioning into pitch mode when sensing a buyer’s interest, inbound salespeople transition into exploration mode to better understand what is driving their buyer. In this stage, qualified leads become opportunities.
- Advise Stage: When finally presenting or pitching their offer, inbound salespeople personalize their presentation for each buyer and modify the sales experience to fit their buyer’s timeline--not their own. In this stage, opportunities become clients.
Is your business using the Inbound Sales Methodology to identify, connect, explore, and advise clients or prospects? Let us know your typical sales process in the Comments below.
To learn more about the new sales methodology, advising prospects, and developing sustainable strategies, download our eBook, "How South Florida Directors Develop Scalable, Predictable Revenue Growth."