{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

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{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "normal" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '40px' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

Why Trusted Advisors Win Sales More Often

 

In the final phase of the Inbound Sales Methodology--the Advise Stage--you want to make sure you have a way to advise your opportunities, so it is not perceived as a pitch.

Trusted advisors must have a very different way of advising. Trusted advisors: 

Why the Modern Buyer Demands Customization

If you want to think of some parallels between Spotify, Netflix, and Sirius Radio versus where most of the SMBs are, the one thing they all have in common is their recurring revenue business models.

The super important aspect of a recurring revenue business model is making sure when a prospect jumps over from an opportunity to a new client; you continue delighting the heck out of them. 

Why Sales Productivity is Critical for Company Growth

If you are sick of wasting time placing dozens of cold calls, emails, and scanning lists, it is time for your business to consider its sales productivity.  

If you are focused on revenue growth like most SMB companies, industry trends and analysts will tell you: change is necessary. Forbes and Brainshark found C-Level executives, in particular, to know that sales productivity is paramount to enabling a company to grow; around 70% ranked it as critically important. 

The New Sales Methodology

Sales has changed. It is important to be realistic about this and address it head on. Resources such as the new Inbound Sales Methodology help SMBs remain relevant in their modern buyer’s journey and keep ahead of other competitors.

The Inbound Sales Methodology accounts for all the changing factors in the modern buyer’s journey. The methodology is all about transforming the way sales professionals sell to align with today’s empowered buyer. 

Static Pitch or Customized Exploratory Call?

Consider: Your business is holding an event for sales directors, and a CFO walked in.

Conversely: Your business is holding a conference for CFOs, and a sales director wandered in.

In each of these scenarios, the outsider is not going to understand a word you are saying and will feel like an alien on a foreign planet. It is not a pleasant experience for either outsider of the event.

Selling Without a Salesperson

 

It is important to realize the game has changed. The modern buyer does not need a salesperson to make a purchase; this is a massive shift in the way buyers buy.

However, businesses need to account for this change in their selling; they must evolve their efforts accordingly or risk being left behind and overshadowed by competitors. 

Purchase Decisions of the Modern B2B Buyer

The way people make purchase decisions and the way people research purchase decisions--regardless of whether they are influencers, decision-makers, or evaluators--is vastly different today compared to just as little as five or ten years ago. 

Legacy Sales vs. Today's Sales

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.

Is Your Sales Team Supporting How Your Clients Buy Today?

What are your teams doing today to help support their database? Is your sales teams still cold-calling and sending email blasts? Is your marketing team attending useless conventions?

Does your customer service team dodge client support calls? Are you even segmenting leads? 

Learn which practices your teams should be adopting and disowning to help support your database today.

Is Your Sales Team Living in the Past?

 

Do you recognize the name Tiffani Bova? Bova was an analyst at Gartner for several years and worked in the mid-market IT SMB community.

Two or three years later, she ended up in her role as a Customer Growth and Innovation Evangelist at Salesforce, where she is evangelizing the change in the buyer’s journey. If you look at this quote from Bova, she says “Today’s sales organizations must shift from trying to control their internally driven sales cycle and truly embrace the new customer-drive buying cycle--otherwise, prospects will eliminate you from their consideration list and buy from your competition.” 

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