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Imperial Library
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Index
Cover
Praise for Inbound Selling
Title Page
Copyright
Dedication
Acknowledgments
Foreword
On the History of Sales through the Salesperson's Eyes
On the Current State of Sales and What the Decades Ahead May Hold
Preface
Introduction
An Interview with Brian Halligan, CEO and Chairman, HubSpot 2
Part 1: The “Why?” Behind Inbound Sales
Chapter 1: I Was Never Supposed to Be in Sales
Chapter 2: Why Inbound Sales Matters
Core Characteristics of the Modern Sales Rep
Why Inbound Sales Matters
The Inbound Sales Process and Inbound Sales Methodology
The Inbound Sales Methodology7
Part 2: How to Be an Inbound Seller: A Playbook for the Front-Line Sales REP
Chapter 3: Identify: How to Identify the Right People and Businesses to Pursue
How to Define Buyer Fit Before Practicing Inbound Sales
We've Documented, Shared, and Socialized Everything. What's Next?
Final Planning Steps before You Attempt to Engage Anyone, in Any Way
Chapter 4: Connect: How to Engage Active—and Not So Active—Buyers
Connect Call Mechanics
Chapter 5: Explore: How to Properly Explore a Buyer's Goals and Challenges
Getting in the Right Frame of Mind
Exploratory Call Question Examples, in Context
Exploratory Call Follow Through: The Power of a Recap Letter
Chapter 6: Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs
Part 1: Goals, Plans, Challenges, and Timeline
Part 2: Plans to Achieve Sales and Marketing Goals
Concluding the Advise Step: The Soft Close
Chapter 7: Closing and Negotiating
The Inoffensive Close1
The “1 to 10” Technique
The Perfect Close
Facing Reality: Closing and Negotiating Are Similar, but Not the Same
How to Negotiate
Part 3: How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager
Chapter 8: The First-Time Sales Rep–to-Manager Survival Guide
So, You Think You Want to Be a Sales Manager?
“Growing Up” as a Sales Leader
If You Want to Become a Better Coach—and in Turn, a Better Leader—Here's What to Do Next
Chapter 9: Reflections on Sales Leadership
Leadership Artifacts and Examples from My Own Management Experiences
Part 4: What Inbound Selling Means Across the Executive Suite
Chapter 10: Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization
Part 1: Inbound Selling and the Future of the Sales Function
Part 2: How to Create Sales and Marketing Alignment to Drive Growth
Part 3: The Role of Sales Enablement to Fuel Revenue Growth
Part 4: Building a Sales Operations Team to Set Up Growth
Part 5: The Future of Sales and the Sales Profession
Chapter 11: The Future of Sales: An Epilogue
U.S. Consumer Spending (in Millions)
Index
End User License Agreement
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