Becoming a Lion: Transforming Sales With Inbound Methodology
Over the course of 8 weeks, I stepped outside of my marketing bubble and leapt into the jungle of sales with HubSpot’s Pipeline Generation Bootcamp. This class, led by the king of the lions himself, Dan Tyre, immediately changed my perspective on how sales should be done.
Beginning each class with a gentle reminder to be kind and empathetic, along with sharing HubSpot’s belief in equality and justice, I knew this bootcamp would be a valuable experience.
Breaking the Sales Stereotype
When you think of sales, you often think of that pushy salesperson who isn’t always honest about the product they‘re selling. You know the one- they send you irrelevant pitches, calling and emailing you non-stop. Just hoping you’ll say yes so they can make their sales quota.
Thankfully, as buyers have become more informed, these antiquated (and annoying) sales tactics are becoming a thing of the past.
Knowing that the tired old sales pitch is no longer working, what can sales professionals do to be more effective in their role?
- Be a helper. Yes, of course you’re in business to make money. But often, building out meaningful connections and providing value will pay off in the long run. Whether you’re sharing a free resource or tool, like HubSpot’s website grader, or just giving helpful insights and tips, show your prospects that you are there to help them solve a problem.
- Never make a cold call again. Always do your research before reaching out. Turn your cold calls into warm calls by looking into both the company and your prospect. Use your research to help you make a connection. Whether the company just issued a press release, or your contact was recently hired into their role, you can use this valuable information to get your foot in the door and start a conversation.
- Get to know your prospects. I’ve written about this before. Your prospects are people. Spend the time researching them and get an idea of their communication style. Adjust your voice and tone to fit their preferences. Are they outgoing? Ask about their weekend plans. More analytical? Make sure you bring the facts and get right to the point. Having an understanding of what makes them tick will help you to connect and build trust with them.
- Have a strong follow up game. Be sure to communicate your next steps and make them clear. After all, you are guiding your prospects down the buyer’s journey as they make their informed decision on whether or not they want to do business with you. Ensure you’re booking the next meeting ahead of time. Be confident and assertive, but most of all, bring value to each conversation.
Out with the Old in with the Bold
Now is the time to improve your sales skills and revamp how you've previously done things. With so many advancements in data and technology, you can use that to your advantage to make connections and build your sales pipeline.
Remember, don't just pitch. Personalize your messages to provide value and build relationships. Let your personality shine through and you'll be rewarded with a healthy pipeline!