Inbound Selling: How to Change the Way You Sell to Match How People Buy

Inbound Selling: How to Change the Way You Sell to Match How People Buy

by Brian Signorelli

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Product Details

ISBN-13: 9781119473411
Publisher: Wiley
Publication date: 04/24/2018
Pages: 288
Sales rank: 573,629
Product dimensions: 8.60(w) x 5.70(h) x 1.20(d)

About the Author

BRIAN SIGNORELLI is the director of HubSpot's Global Sales Partner Program, where he advises HubSpot partners on inbound sales and inbound marketing to grow their client's companies, as well as their own. He regularly writes, develops, and presents inbound sales content for HubSpot and its channel partners. He is also the founder of InboundSeller.com, where you can find tools and resources to become an inbound seller and transform any sales department into an inbound powerhouse.

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Table of Contents

Acknowledgments xi

Foreword xiii

On the History of Sales through the Salesperson's Eyes, by Dan Tyre xiii

On the Current State of Sales and What the Decades Ahead May Hold, by Mark Roberge xviii

Preface xxiii

Introduction xxv

An Interview with Brian Halligan xxvi

Part 1 The "Why?" Behind Inbound Sales

Chapter 1 I Was Never Supposed to Be in Sales 3

Chapter 2 Why Inbound Sales Matters 23

Part 2 How to be an Inbound Seller: A Playbook for the Front-Line Sales Rep

Chapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37

Chapter 4 Connect: How to Engage Active-and Not So Active-Buyers 63

Chapter 5 Explore: How to Properly Explore a Buyer's Goals and Challenges 75

Chapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91

Chapter 7 Closing and Negotiating 109

Part 3 How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager

Chapter 8 The First-Time Sales Rep-to-Manager Survival Guide 125

Chapter 9 Reflections on Sales Leadership 147

Part 4 What Inbound Selling Means Across the Executive Suite

Chapter 10 Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization 177

Part 5 The Future of Sales and the Sales Profession

Chapter 11 The Future of Sales: An Epilogue by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice 215

Notes 233

Index 239

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