{"product_id":"inbound-selling-9781119473411","title":"Inbound Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eChange the way you think about sales to sell more, and sell better.    Over 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.    With 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 insidehis unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practicesA step-by-step approach for sales professionals to become inbound sellersWhat it really means to be a frontline sales manager who leads a team of inbound sellersThe role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\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","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866398011735,"sku":"9781119473411","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119473411.jpg?v=1722278453","url":"https:\/\/bookcurl.com\/products\/inbound-selling-9781119473411","provider":"Book Curl","version":"1.0","type":"link"}