Week 8: Mkt 348 (Hubspot) - Taking your sales process inbound

This week I'm going to talk about the importance of transforming the way you sell. Hubspot stated that, "Buyers have so much information available to them that they typically have already made 60% of their purchase decision before even talking to sales rep." It means that you have to focus on your inbound strategy because it is fundamental to attract customers.

However, we need to understand what is inbound sales. You have to deliver to the customer value of the product, giving to them exactly what he or she expected or even more than that. Here is the inbound sales approach:

• Attract visitors to the website with relevant content
• Be an open book and share your content
• Leverage the buyer's content
• Buyer now has all of the power

Moreover, you have to keep in mind that there are 4 transformations: transform the way you target accounts, transform the way you prospect accounts, transform the way you connect with accounts, and transform the way your prospects perceive you as a sales person.