Since HubSpot was founded in June 2006, its Inbound Methodology has been at the heart of its re-education of the marketplace. The methodology has underpinned the change from outbound ‘shot in the dark’ cold calling to Marketing that is all about educating, informing and helping your audience, not interrupting or annoying them.
Well, now it’s sales’ turn.
HubSpot announces a new Inbound Sales Methodology.
What is Inbound Selling?
‘Inbound selling transforms selling to match the way people buy’.
The way that marketing has changed over the last decade has meant that sales has to change too. The general stereotype when the majority of people think about salespeople is that they are pushy, annoying, persistent and greedy. If this reminds you of your sales team, or even yourself, it’s time to start studying for HubSpot’s new certification.
Previously the importance of the salesperson in the buyer journey was down to the fact potential buyers couldn’t gain access to essential information unless they spoke to sales. However, times have changed; now the buyer has access to so much information about your organisation online that they can do a large amount of in-depth research before even speaking to you. Therefore they demand and expect something different; they want you to understand their needs and they want to determine if you are a good fit for them.
Identify, Connect, Explore and Advise. Each of these represents different approaches depending on where the visitors are within the buying cycle.
The methodology comprises five classes that you can watch on demand at your leisure:
Introduction to Inbound Sales
Prioritising Active Buyers over Passive Buyers
Earning the Attention of Today’s Empowered Buyer
Understanding Buyer Context
Delivering Personalised Presentations
Each of these classes has videos, worksheets, study guides and additional resources for you to study and learn, all surrounding HubSpot’s four main actions that Inbound Sales Teams must implement to ensure that qualified leads become opportunities and customers further down the line.