Part of our Selling in a Recession online curriculum addresses how the nature of sales is changing at a rapid rate. One of the most notable changes is the elimination of in-person face time between a sales professional and a prospect. With the emergence of the internet and online sales titans like Amazon, the nature of making a purchase has become a matter of pointing, clicking and placing an order.
That’s where Brian Signorelli’s Inbound Selling comes in. It’s a specific book for a specific issue; however, it offers solid advice for adapting to a more “direct” style of reaching your customers, which is providing the right space for them to make their own decisions online. Of course, this doesn’t necessarily mean you’re completely out of the equation. You’ll still be contacting them by text, email or phone, which is the kind of remote selling you’d be doing anyway these days!
Our current situation calls for thinking ahead and modifying sales cycles to suit a rapidly changing decision-making landscape. If you want to stay ahead of the curve and make some forward-thinking adjustments to how you pursue sales, then this is definitely worth adding to your library.
Here is the summary on Amazon:
“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 learn:
- 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.”