{"product_id":"inbound-selling-isbn-9781119473411","title":"Inbound Selling","description":"\u003cp\u003e\u003cb\u003eChange the way you think about sales to sell more, and sell better.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOver 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.\u003c\/p\u003e \u003cp\u003eWith 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow inbound sales grew out of inbound marketing concepts and practices\u003c\/li\u003e \u003cli\u003eA step-by-step approach for sales professionals to become inbound sellers\u003c\/li\u003e \u003cli\u003eWhat it really means to be a frontline sales manager who leads a team of inbound sellers\u003c\/li\u003e \u003cli\u003eThe role executive leadership plays in affecting an inbound sales transformation \u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFor front-line seller, sales manager, executives, and other sales professionals, \u003ci\u003eInbound Selling\u003c\/i\u003e is the complete resource to help your business thrive in the age of the empowered buyer.\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003eOn the History of Sales through the Salesperson’s Eyes, by \u003ci\u003eDan Tyre\u003c\/i\u003e xiii\u003c\/p\u003e \u003cp\u003eOn the Current State of Sales and What the Decades Ahead May Hold, by \u003ci\u003eMark Roberge\u003c\/i\u003e xviii\u003c\/p\u003e \u003cp\u003ePreface xxiii\u003c\/p\u003e \u003cp\u003eIntroduction xxv\u003c\/p\u003e \u003cp\u003eAn Interview with \u003ci\u003eBrian Halligan\u003c\/i\u003e xxvi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 The “Why?” Behind Inbound Sales\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 I Was Never Supposed to Be in Sales 3\u003c\/p\u003e \u003cp\u003eChapter 2 Why Inbound Sales Matters 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 How to Be An Inbound Seller: A Playbook for the Front-line Sales Rep\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37\u003c\/p\u003e \u003cp\u003eChapter 4 Connect: How to Engage Active—and Not So Active—Buyers 63\u003c\/p\u003e \u003cp\u003eChapter 5 Explore: How to Properly Explore a Buyer’s Goals and Challenges 75\u003c\/p\u003e \u003cp\u003eChapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91\u003c\/p\u003e \u003cp\u003eChapter 7 Closing and Negotiating 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 How to Lead Inbound Sellers: Reflections for the Front-line Sales Manager\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 The First-Time Sales Rep–to-Manager Survival Guide 125\u003c\/p\u003e \u003cp\u003eChapter 9 Reflections on Sales Leadership 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 What Inbound Selling Means Across the Executive Suite \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Sales Is a Team Sport: The Executives’ Guide to Transforming into an Inbound Sales Organization 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5 The Future of Sales and The Sales Profession\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 The Future of Sales: An Epilogue by \u003ci\u003eDerek Wyszynski\u003c\/i\u003e, board advisor at SalesTribe and CEO of RealSalesAdvice 215\u003c\/p\u003e \u003cp\u003eNotes 233\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eBRIAN SIGNORELLI\u003c\/b\u003e 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.     \u003c\/p\u003e\u003cp\u003eOnce upon a time, sales reps traversed the continent carrying barely portable computers with the hopes of meeting maybe two out of three potential clients face to face. How many times do you think those reps tried to sleep on a crowded plane and dreamed about clients coming to them? Cut to: today, where the inbound approach to marketing makes that sales dream come true. However, the selling game itself has been flipped on its head. Yesterday, sales reps controlled all the information a prospect needed to make an informed purchasing decision. Today, with only a laptop and a few keystrokes, the buyer is in the driver's seat. \u003ci\u003eInbound Selling\u003c\/i\u003e translates the connectivity and insight produced by inbound marketing into a world-class selling strategy in tune with today's informed and empowered buyer.   \u003c\/p\u003e\u003cp\u003eIn a world where over 60 percent of buying decisions are made without a sales rep, everyone in sales needs to evaluate what they're bringing to the table, from frontline sellers to managers in the office and C-suite. No one is better qualified to define the contemporary sales rep than Brian Signorelli, who joined the hottest inbound marketing company on the planet with no sales experience and rose to director of a global program in just four years. In this biographical guidebook, he takes you step by step through his personal training and work experience at Hubspot so you can evolve into an inbound seller at any stage of your career and transform any sales department into an inbound powerhouse.  \u003c\/p\u003e\u003cp\u003eBrian's refreshing perspective on this innovative approach to sales is free from the cobwebs of bias and old habits from obsolete outbound sales tactics. Along with his own reflective narratives, real-world examples, and model dialogues, he lets in the voices of Hubspot's thought leaders on specific topics to share practical expertise. In this single primer to inbound sales, he shows you how to:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eImplement the entire inbound sales playbook, including techniques to identify receptive buyers, connect with them, explore their unique goals and challenges, and advise them on what to do next\u003c\/li\u003e \u003cli\u003eGet through the toughest challenges along the entire journey from sales rep to manager with a valuable, hard-won survival guide\u003c\/li\u003e \u003cli\u003eMake sales a team sport with an executive playbook to empowering and guiding every member of your team\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003eThe days of sales reps' privileged knowledge of products and markets are gone. Buyers are in control now and with \u003ci\u003eInbound Selling,\u003c\/i\u003e you can rocket your sales numbers by tailoring every buyer's sales experience to their specific needs and goals.      \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR INBOUND SELLING\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Brian has delivered a book that is at once strategic but also highly tactical—a 'two-step' that most sales books struggle to deliver. While he grounds his work in a high-level, strategic discussion of the massive changes we're seeing in the customer buying environment, he manages to couple this with an incredibly practical set of guidance for how sales reps, managers, and leaders should adapt their approaches in light of these changes. I highly recommend it.\"\u003cbr\u003e \u003cb\u003e—MATTHEW DIXON\u003c\/b\u003e, co-author of \u003ci\u003eThe Challenger Sale\u003c\/i\u003e and \u003ci\u003eThe Challenger Customer,\u003c\/i\u003e senior partner, Korn Ferry Hay Group  \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eInbound Selling\u003c\/i\u003e weaves Signorelli's personal narrative as a leading sales rep and sales manager throughout an actionable playbook for executing an 'inbound sales' process. The book clearly illustrates a step-by-step guide for engaging inbound leads and provides an invaluable starting point for building an inbound sales organization.\"\u003cbr\u003e \u003cb\u003e—DANIELLE HERZBERG,\u003c\/b\u003e head of SMB Sales, Slack  \u003c\/p\u003e\u003cp\u003e\"Sales books are a dime a dozen. Most are uninspired and full of the same platitudes we have heard a million times before, just with a different spin and repackaged 'methodology'. A select few are inspirational and unique, and even fewer provide real tactical insights a salesperson can apply to their day to day and long-term career. This is one of those books.\"\u003cbr\u003e \u003cb\u003e—SAM BELT,\u003c\/b\u003e sales professional and inbound seller, HubSpot  \u003c\/p\u003e\u003cp\u003e\"This is a must read for anyone in sales or thinking about becoming a sales professional! Brian lays out the step by step how to master inbound sales with practical examples and real-life tales of starting from the very beginning.\"\u003cbr\u003e \u003cb\u003e—JILL FRATIANNE,\u003c\/b\u003e sales professional, inbound seller and entrepreneur  \u003c\/p\u003e\u003cp\u003e\"Brian's book is not only incredibly tactical, but it really makes you think. It makes you re-think everything you know about sales and instead truly look at the sales process from the perspective of the buyer… and then meet them there. He provides a play-by-play breakdown of what the new inbound seller's steps should be and does it in a way that is easy to understand and execute. Everyone in sales (and marketing!) should read this book.\"\u003cbr\u003e \u003cb\u003e—DANI BUCKLEY,\u003c\/b\u003e general manager, LeadG2\/Center for Sales Strategy\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989412987109,"sku":"NP9781119473411","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119473411.jpg?v=1761784007","url":"https:\/\/k12savings.com\/es\/products\/inbound-selling-isbn-9781119473411","provider":"K12savings","version":"1.0","type":"link"}