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Inbound Selling: How to Change the Way You Sell to Match How People Buy
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 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.
- GenresBusinessNonfiction
288 pages, Kindle Edition
Published April 16, 2018
52 people are currently reading
263 people want to read
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Displaying 1 - 8 of 8 reviews
May 2, 2021
This book is for sales managers of small or big businesses which have found a place in the market and are looking for a way to maintain and boost their sales figures. By saying that, I mean new businesses should first build their footprints the traditional way which ensures a steady development because upgrading to the inbound things requires a whole lot.
The book brilliantly divides into two parts. The first one is for sales people to improve their sales skills and adapt to the inbound system while the second one is for sales managers. So it might be written for managers but salesmen can take advantage too.
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Cuối năm ngoái khi còn làm một content writer/manager cho một trang TMDT về xe hơi, mình đã đổ tiền vào mua combo Inbound của Hubspot- Một đơn vị cung cấp giải pháp và đào tạo Digital Marketing hàng đầu thế giới.
Cũng do mới chỉ làm Content và đôi khi Marketing nên mình mới động đến 2 cuốn Inbound Content và Inbound Marketing. Cho tới công việc hiện tại,mình mới có cơ hội để lôi cuốn Inbound Selling ra đọc và đây là một review nhanh về nó:
*Đánh giá: 3/5
Đây là một cuốn sách nhắm đến đối tượng là những quản lý kinh doanh đang làm việc cho những công ty mà đã bước đầu tạo được ảnh hưởng thương hiệu trên thị trường nhưng vẫn khao khát bùng nổ doanh số trong tương lai. Nói vậy mình cũng có ý rằng, những công ty mới thì nên theo đuổi kiểu kinh doanh truyền thống để đảm bảo một mức độ phát triển vững chãi trước đã, vì kinh doanh theo mô hình Inbound yêu cầu nhiều nguồn lực và tài chính hơn nhiều.
Sách này có cái hay là chia ra làm 2 phần. Phần 1 dành cho nhân viên bán hàng để giúp họ cải thiện kỹ năng bán hàng và thích ứng dần với mô hình inbound. Trong khi phần 2 giúp quản lý bán hàng quản lý mô hình inbound sales hiệu quả.
Có thể nói, dù là một cuốn sách hướng đến những Quản lý bán hàng nhưng cũng đem lại giá trị cho những cu em sales non nớt, mới chập chững bước vào nghề như mình.
The book brilliantly divides into two parts. The first one is for sales people to improve their sales skills and adapt to the inbound system while the second one is for sales managers. So it might be written for managers but salesmen can take advantage too.
---
Cuối năm ngoái khi còn làm một content writer/manager cho một trang TMDT về xe hơi, mình đã đổ tiền vào mua combo Inbound của Hubspot- Một đơn vị cung cấp giải pháp và đào tạo Digital Marketing hàng đầu thế giới.
Cũng do mới chỉ làm Content và đôi khi Marketing nên mình mới động đến 2 cuốn Inbound Content và Inbound Marketing. Cho tới công việc hiện tại,mình mới có cơ hội để lôi cuốn Inbound Selling ra đọc và đây là một review nhanh về nó:
*Đánh giá: 3/5
Đây là một cuốn sách nhắm đến đối tượng là những quản lý kinh doanh đang làm việc cho những công ty mà đã bước đầu tạo được ảnh hưởng thương hiệu trên thị trường nhưng vẫn khao khát bùng nổ doanh số trong tương lai. Nói vậy mình cũng có ý rằng, những công ty mới thì nên theo đuổi kiểu kinh doanh truyền thống để đảm bảo một mức độ phát triển vững chãi trước đã, vì kinh doanh theo mô hình Inbound yêu cầu nhiều nguồn lực và tài chính hơn nhiều.
Sách này có cái hay là chia ra làm 2 phần. Phần 1 dành cho nhân viên bán hàng để giúp họ cải thiện kỹ năng bán hàng và thích ứng dần với mô hình inbound. Trong khi phần 2 giúp quản lý bán hàng quản lý mô hình inbound sales hiệu quả.
Có thể nói, dù là một cuốn sách hướng đến những Quản lý bán hàng nhưng cũng đem lại giá trị cho những cu em sales non nớt, mới chập chững bước vào nghề như mình.
April 22, 2018
Inbound Selling is an authentic and insightful look at how modern sales is done. Written from experience with both selling and sales management Brian Signorelli outlines the skills, the mindset, and the process for succeeding with modern buyers. Ultimately the most valuable parts of this book may end up being the executive leadership ideas. All business leaders want to grow their business and this book gives them a template for what to expect from salespeople and from their sales managers. If executives have sales leaders and teams that are not Inbound they will underperform every time. Why? Because as people become more Inbound they will only want to engage with Inbound salespeople. If business leaders fail to realize this they will churn through salespeople and sales managers and fail to meet revenue expectations every time. Brian gives businesses a guide to help them grow better by being Inbound.
May 29, 2021
Incredible.
January 24, 2025
What's the big idea and/or unique approach of this book?
There is a "new" way of selling for a "new" situation. Instead of the old way of selling driven by cold calls/cold emails, you generate interest through content creation, events, etc.--then your customers reach out to you and your sales process starts. That's why it's called inbound selling.
So this book walks through the specific tactics and tools that he used to build the Hubspot inbound sales team.
(Note: it was new-ish when the book first came out. It's more common now.)
How am I smarter, better, or wiser because of it?
I got a lot of tactical stuff from this book. He was clear and detailed on how to do it, which is just what I was looking for.
Here are some of the notes I took:
The first rule of inbound selling is you do not talk about your company until you absolutely have to
You must provide value before you ask for anything
How do you know if you're ready to reach out to a customer who is expressed interest? Do you know exactly what you would want to say if you have to leave a voicemail? Do you have all your templates loaded and ready to go? Do you have your notes about them as a customer, including information about their company and their industry trends?
Don't give up after the first try in fact, the data shows that it takes 5 to 6 reach out to make a real conversation happen
Create a rating system and rate the quality of the leads
When you get them on the phone aim to spend 10 to 20 minutes. Even if they're asking a lot and having great conversation, try not to spend more than 20 minutes. Your job is to qualify this lead, necessarily do it all right there. (I'm not sure if the applies to, at least given our current structure.)
What to ask about in this call Colon what change are they trying to make in their organization, how urgent is that change, the role the person plays in making this change, is the company in an active buying process right now or not
Used positioning statements to create conversation and alignment, such as we usually find companies in your situation are dealing with this problem. Is this one true for you?
As you get the critical information, confirmed, schedule the next call. Don't hang up until it's actually on the calendar.
Don't stay too tightly to a script. Don't fall into the trap of believing or taking seriously all of the surface facts they give you. Ask why. Be curious. Act more like an executive coach than someone who checked the box and is moving onto the next topic.
Look to figure out their goals, plans, timelines, challenges, consequences, implications
After each of these calls, write a recap letter. This has a general framework, but it cannot be a cut and paste. It has to actually be personalized and have real insights for them. Scott Wozniak addition: add a real teaching insight to this letter.
The template for the recap letter is the same as your agenda for the call. Organized by goals, plans, timelines, challenges, consequences, and implications.
Was I entertained/did it keep my attention?
Very much, but that's because I am using the same sales strategy (create lots of content, speak at events, then manage the inbound requests) so it fit my team perfectly.
Would I recommend it to others?
If you run this kind of sales play, then I highly recommend it.
There is a "new" way of selling for a "new" situation. Instead of the old way of selling driven by cold calls/cold emails, you generate interest through content creation, events, etc.--then your customers reach out to you and your sales process starts. That's why it's called inbound selling.
So this book walks through the specific tactics and tools that he used to build the Hubspot inbound sales team.
(Note: it was new-ish when the book first came out. It's more common now.)
How am I smarter, better, or wiser because of it?
I got a lot of tactical stuff from this book. He was clear and detailed on how to do it, which is just what I was looking for.
Here are some of the notes I took:
The first rule of inbound selling is you do not talk about your company until you absolutely have to
You must provide value before you ask for anything
How do you know if you're ready to reach out to a customer who is expressed interest? Do you know exactly what you would want to say if you have to leave a voicemail? Do you have all your templates loaded and ready to go? Do you have your notes about them as a customer, including information about their company and their industry trends?
Don't give up after the first try in fact, the data shows that it takes 5 to 6 reach out to make a real conversation happen
Create a rating system and rate the quality of the leads
When you get them on the phone aim to spend 10 to 20 minutes. Even if they're asking a lot and having great conversation, try not to spend more than 20 minutes. Your job is to qualify this lead, necessarily do it all right there. (I'm not sure if the applies to, at least given our current structure.)
What to ask about in this call Colon what change are they trying to make in their organization, how urgent is that change, the role the person plays in making this change, is the company in an active buying process right now or not
Used positioning statements to create conversation and alignment, such as we usually find companies in your situation are dealing with this problem. Is this one true for you?
As you get the critical information, confirmed, schedule the next call. Don't hang up until it's actually on the calendar.
Don't stay too tightly to a script. Don't fall into the trap of believing or taking seriously all of the surface facts they give you. Ask why. Be curious. Act more like an executive coach than someone who checked the box and is moving onto the next topic.
Look to figure out their goals, plans, timelines, challenges, consequences, implications
After each of these calls, write a recap letter. This has a general framework, but it cannot be a cut and paste. It has to actually be personalized and have real insights for them. Scott Wozniak addition: add a real teaching insight to this letter.
The template for the recap letter is the same as your agenda for the call. Organized by goals, plans, timelines, challenges, consequences, and implications.
Was I entertained/did it keep my attention?
Very much, but that's because I am using the same sales strategy (create lots of content, speak at events, then manage the inbound requests) so it fit my team perfectly.
Would I recommend it to others?
If you run this kind of sales play, then I highly recommend it.
March 17, 2023
interesting read showing how selling changed from outbound to inbound. nowadays it is the default mode of operations, it must have been a big change a few years back.
the book contains quite a lot of useful advices from a sales point of view. unfortunately it has a very slow start, with the first few chapters adding little value nowadays and the last part is targeted at sales managers.
the book contains quite a lot of useful advices from a sales point of view. unfortunately it has a very slow start, with the first few chapters adding little value nowadays and the last part is targeted at sales managers.
April 24, 2018
To sell the way people want to buy, you need to do inbound selling!
Brian has written a remarkable resource that will allow you to transform your sales organisation! In the 21st century, your business can't do without this handbook!
Brian has written a remarkable resource that will allow you to transform your sales organisation! In the 21st century, your business can't do without this handbook!
Read
November 2, 2020Felt more like an advertisement for Hub spot than a lesson for inbound selling.
There was some good insight, but it was wrapped inside of the sales pitch.
There was some good insight, but it was wrapped inside of the sales pitch.
December 31, 2022
Some good advice but ends with a lot of redundant content. Could have been 20% shorter and still got the point across.
Displaying 1 - 8 of 8 reviews