Sales reps come to ISA to build their inbound selling skills and acquire the skills, knowledge and tools necessary to engage inbound leads and close deals in today’s digital economy. The Inbound Sales Training program is designed specifically to empower individual sales reps to convert more inbound leads into customers.

For the individual sales person.

Objectives & Outcomes

Through presentations, small group discussion, and real world practicums, Sales Reps will:

Objectives

  • Learn what inbound marketing is and how they as a sales rep can engage and close inbound leads

  • Gain the skills necessary to effectively engage inbound prospects

  • Better understand their own strengths and weaknesses with respect to selling skills

Outcomes

  • Shorten the sales cycle and close more inbound leads

  • More effectively use lead intelligence to shape the sales discussion

  • Improved ability to evaluate the quality of inbound leads

  • Create an action plan for continuing to improve your inbound selling skills

Modules

PART I: INBOUND SELLING FUNDAMENTALS

  1. Introduction to Inbound Marketing
    • The change in consumer buyer behavior
    • Effective ways to market in a digital age
    • Stages of the inbound marketing process
  2. Attributes of an Effective Inbound Sales Rep
    • Inbound selling requires D.A.R.C. skills
    • Hunting, trapping and filling your inbound funnel
    • Sales DNA versus skill set
  3. Understanding Your Selling Style
    • Interpreting the results of your Inbound Sales Assessment
    • Identifying your inbound selling strengths
    • Understanding your inbound selling weaknesses
  4. The Inbound Sales Methodology
    • The difference between a sales methodology and a sales process
    • Outbound Sales Methodologies vs. Inbound Sales Methodology©
    • The Four components of the Inbound Sales Methodology©

PART II: INBOUND SALES IN PRACTICE

  1. Public Authoritative Voice
    • Understanding the need to “get found”
    • Your role in establishing a corporate and personal brand online
    • Identifying influencers and advocates
    • Flipping the traditional sales funnel
  2. Progress Qualifying
    • reConnecting – Saying hello again (Marketing and Sales alignment)
    • What is Context-Based Engagement?
    • Understanding the value of digital body language (lead intelligence)
    • Identifying the digital relevance intersection point
    • Applying digital body language to your engagement
    • Developing contextual questioning skills
    • Defining what makes a SQL inbound lead
    • No, Know and Go – Where to take your lead
  3. Collective Decision Making
    • Establishing a seller relationship
    • Knowing when to say no
    • When to move from discussion to agreement
    • How to present a joint solution
    • Preparing for the closing meeting
  4. Close & Continue
    • Building a mutually beneficial solution
    • Providing the pathway to get results
    • Pitfalls to be aware of
    • Why your proposal ONLY comes after “Yes I’ll buy”
    • Preparing yourself and marketing to promote
  5. Success Planning
    • Moving from discussion to agreement
    • Providing the pathway to get results
    • Pitfalls to beware of
  6. Closing
    • Negotiation skills
    • Preparing for the closing meeting
    • What if? Tips and tricks for closing the deal
    • Knowing when to say no

PART III: SUSTAINING INBOUND SALES SUCCESS

  1. Inbound Sales Performance Evaluation
    • Key performance indicators for inbound selling
    • Tools for tracking and reporting
  2. Your Personal Inbound Sales Action Plan
    • Presentation of final inbound sales action plans
    • Helpful tools for sustaining inbound sales success

BONUS

  • Tools for the Inbound Representative
    • Using HubSpot’s SideKick for prospecting and lead nurturing
    • What to look for in a CRM
    • Should you upgrade to LinkedIN for Business (and how to use it)?

Transform Your Inbound Leads to Sales

The Internet has changed how people buy… Have you changed the way you sell?

For companies seeking to generate greater revenue, the Inbound Sales Academy will provide the first and only inbound sales training program that improves the ability of marketing and sales teams to attract and close leads, resulting in increased sales and profit for the business.

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