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Why sales is
going

INBOUND

and how you can keep up.

By Brian Halligan
THE SALES
PROCESS HAS
DRAMATICALLY
CHANGED…
WHEN I WAS A SALES REP IN
THE 90s, WE HAD ALL THE
POWER.
SALESPEOPLE WERE THE
INFORMATION GATEKEEPERS
BETWEEN CUSTOMERS
AN...
NOW, THE PROSPECT
HAS ALL THE POWER.
ALL THE INFORMATION HE OR
SHE NEEDS IS JUST A FEW
CLICKS OR TWEETS AWAY.
FACT:
TODAY, PROSPECTS HAVE MADE 60% OF
THEIR PURCHASE DECISION BEFORE EVEN
TALKING TO A SALES REP.*

*SOURCE: Corporate E...
THAT MEANS UP TO 2/3
OF THE SALES PROCESS IS
EVAPORATING BEFORE
OUR VERY EYES.
…so what?
According to Daniel Pink, every day, more than 15 million people make
a living by persuading others to make a purchase dec...
According to Daniel Pink, every day, more than 15 million people make
a living by persuading others to make a purchase dec...
TO KEEP CONNECTING, WE NEED
TO EMBRACE THAT SALES IS
GOING INBOUND.
HERE ARE A FEW TIPS TO GET
YOU STARTED.
COLD CALLING
IS FROZEN IN TIME.
UPDATE: SHIFT THE LEAD
GENERATION BURDEN FROM
SALES TO MARKETING. PEOPLE
ARE TUNING OUT CO...
LEVERAGE HAS SHIFTED
FROM THE SALES REP TO
THE PROSPECT.
UPDATE: A LOT OF COMPANIES STILL
HIDE INFORMATION FROM PROSPECTS
...
WE LIVE IN A SELLER-BEWARE WORLD
UPDATE: WHEN I WAS A SALES REP IN THE 90s, WE LIVED IN A BUYER-BEWARE WORLD WHERE
CUSTOME...
WE LIVE IN A SELLER-BEWARE WORLD
UPDATE: WHEN I WAS A SALES REP IN THE 90s, WE LIVED IN A BUYER-BEWARE WORLD WHERE
CUSTOME...
IT’S HARDER TO CHARM
TODAY
UPDATE: SALESPEOPLE COULD
ONCE CHARM PROSPECTS OVER
DINNER OR IN FACE-TO-FACE
MEETINGS. NOW, GO...
EVERYTHING AS A SERVICE
UPDATE: EVERY INDUSTRY IS
FLOODED WITH COMPETITION, SO WE
NEED TO OFFER PROSPECTS PRICING
MODELS T...
SALES SHOULD BE ARMED
WITH CONTEXT
UPDATE: WITH PROSPECTS
MAKING ABOUT 60% OF THEIR
PURCHASE DECISION BEFORE
EVEN TALKING ...
AS YOU CAN SEE, THERE’S BEEN A SEA OF CHANGE
IN THE WAY PEOPLE SHOP, BUY, AND LEARN.
AS YOU CAN SEE, THERE’S BEEN A SEA OF CHANGE
IN THE WAY PEOPLE SHOP, BUY, AND LEARN.

But many businesses aren’t changing ...
…OVER 70% OF FORTUNE 1000 COMPANIES ARE
EXPECTED TO FADE AWAY BETWEEN 2003 AND 2013.
WE NEED TO EVOLVE OUR SELLING
TO KEEP UP WITH OUR
CUSTOMERS.
I CALL THIS NEW PROCESS

inbound selling.
DON’T GET LEFT
BEHIND.
Want a free inbound sales tool?
Try Signals, a free Chrome extension that
shows you when someone has opened
and clicked yo...
Want a free inbound sales tool?
Try Signals, a free Chrome extension that
shows you when someone has opened
and clicked yo...
Thanks for tuning in.
…OVER 70% OF FORTUNE 1000
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…OVER 70% OF FORTUNE 1000 Why Sales Is Going Inbound (And How You Can Keep Up)

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…OVER 70% OF FORTUNE 1000 COMPANIES ARE
EXPECTED TO FADE AWAY BETWEEN 2003 AND 2013.

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…OVER 70% OF FORTUNE 1000 COMPANIES ARE EXPECTED TO FADE AWAY BETWEEN 2003 AND 2013.

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