Inbound Sales Fundamentals and Buyer's Journey

A sales approach that aligns with how people buy, providing value and understanding.

The dynamic interaction between buyers and sellers that has shifted with the internet.

The process that buyers go through from becoming aware to making a purchase.

Salespeople often rank low in trust among professions.

Salespeople shape the initial experiences and relationships with potential customers.

The internet has transformed how buyers gather information and make decisions.

Key components that make an inbound sales strategy effective, such as providing value.

Questions previously asked by salespeople to guide buying decisions, now often researched by buyers.

The final part of the inbound sales strategy focused on providing tailored guidance to buyers.

A custom presentation that aligns with the buyer's specific needs and terminology.

Understanding the unique situation and challenges faced by the buyer.

The key benefits your product provides that meet the buyer's needs.

A customized assessment showing the return on investment for the buyer.

A dialogue aimed at uncovering the needs and goals of the buyer.

The four stages of the inbound sales process: Identify, Connect, Explore, Advise.

The priority of providing a human and helpful experience throughout the sales process.

The change in power dynamics where buyers have more control over their purchasing decisions due to easy access to information.

Sales calls supported by prior research about the prospect, making them more informed and personalized.

A sales approach that focuses on the buyer's needs and aligns sales strategies with their buying journey.

The first stage in the buyer's journey, where buyers identify challenges they need to address.

The second stage where buyers evaluate various solutions to their identified problem after committing to solving it.

The stage in the buyer's journey where buyers select and finalize their choice of a solution from the options considered.

The process of gathering information about potential buyers to effectively engage them based on their needs.

The modern requirement for sales teams to provide information and guidance rather than just pitching products.

The potential negative outcomes a buyer may face if they fail to address their identified problem.

Widespread misunderstandings that buyers may have about addressing their goals or challenges, affecting their decisions.

The standards that buyers use to assess different offerings during the decision stage of their journey.

The individuals involved in the decision-making process regarding a purchase, each with different perspectives.

The act of helping buyers navigate their journey towards a purchase, rather than competing for control.

Steps taken from receiving a lead to closing the sale, unique to each company.

The first phase where potential buyers are identified based on their challenges or goals.

The phase where you reach out and introduce yourself to the potential buyer.

The phase involving expert consultation to better understand buyer goals and challenges.

Buyers who are currently engaged in the buying process and seeking solutions.

Individuals not currently looking to buy but may have future potential.

Showing authentic concern for the buyer's goals and challenges to build trust.

Salespeople who are recognized as authorities and gain buyer trust through insights.

Gathering prospect information before the initial talk to better address needs.

Presenting your product's value effectively in line with buyer's goals.

Providing relevant information or consultations to aid buyers in their decision-making.

Recognizing the situation surrounding a buyer's needs, including their role and industry.

Phase where the buyer recognizes their problem before engaging with sales.

Being proactive in providing assistance and resources to prospects early in the interaction.