INBOUND SALES ADVISING METHODS

INBOUND SALES ADVISING METHODS

Inbound Sales Advising Methods: The majority of buyers have already started their buying journey before engaging with salespeople. In the Advise Stage, inbound sales advising methods include advising buyer properly framing their challenge, advising buyer decision between one product or service vs. another, advising buyer on the evaluation criteria they should use to select a firm given their context, and illustrate to the buyer why they are the ideal fit for their context then negotiates the final terms.

Advising Steps

  1. Recap Exploratory call
  2. Suggest ways to achieve their goals/overcome challenges
  3. Confirm budget
  4. Decision-making processes
  5. Timeline
  6. Get buyer commitment

Legacy sales presentations normally flowed with company background, customers, recap conversations of problems, solutions, and then close. Modern-day sales, it’s what value can you provide to the conversation that they can’t get anywhere else? Include in a timeline a product evaluation, purchase processes, implementation, and training stops.  Educational presentations show product advantages and offer case studies for proven results.

Global Social Media Marketing Proposal 

  1. Learn the prospect context in the exploratory process.
  2. The plan they discussed and agreed upon during the exploratory call.
  3. A review of the pros and cons of the different options they’re considering.
  4. A customized packaged recommendation.

Tailored Inbound Sales Presentations

Create a powerpoint deck emphasizing only the value propositions aligned with the buyer’s needs, including case studies with the buyer’s industry, role, and need. Do an ROI analysis customized to the buyer’s metrics and business. Finally, create a proposal or contract that spells out a client’s goals, agreed upon scope of work, and metrics that indicate success. Pitches that close are personalized to the buyer’s context. Inbound Sales Presentation flow: Recap conversations how others are making changes in your situation,  pros and cons of the different approaches, your goals, the best approach and why, and how we can best support that. Visuals communicate the quality of Global Social Media Marketing work from our past clients such as one of our search optimized blog post that is ranking well for a key social media marketing search term.

Inbound Sales Lead Development Process

1. Set up a meeting a contact by replying back on LinkedIn and then emailing them with a similar message. Provide a landing page with an ebook from a client.
2. Send an intro email about yourself and the company including our company video on YouTube as information on our services that we offer including. Create a buyer persona for them and do your homework on their background by using Google, Twitter, YouTube, and LinkedIn. Check a qualifying template to decide if they are a qualified lead ready to pursue. Ask to set a meeting to discuss opportunities to grow if they are qualified.
3. Before setting the meeting, try to best understand what they need or what their marketing budget is. A phone call to them would also be great to be more personal and can ask more questions this way! Do some more research on the company and opportunity and write a paragraph about the opportunities we have with them and with their biggest room for improvement.
4. Setup the call for an exploratory call should go. Send a follow-up sales sheet for our services and a calendar invite to their Gmail (email).  Send a video that shows how easy it is to use Facebook ads to drive conversions. A Linkedin Plus article that is driving significant traffic to social media marketing in that industry.
The Inbound Sales Close
Send a follow-up email from you with CEO cc based on the conversation. Most likely this follow-up may also include a proposal to send with services and rates we are proposing based on their budget and needs of how we can best help them grow. You may also include a case study that is relevant for their industry or piece of content we created. In this situation, I would mention our relevant experience in the industry or maybe a relevant social media marketing plan. Set a follow-up meeting to discuss the proposal and receive a signed contract. Begin work and pass to the marketing team for execution only when the contract is signed by both parties, including an initial invoice and send over the timeline for the first week of work.
INBOUND SALES ADVISING METHODS
Scroll to Top