The Inbound Sales Methodology

Inbound Marketing has grown very quickly

And Inbound Marketing is preferred 3:1
86% of B2B companies are using Inbound
But only 38% consider it effective
Where’s the disconnect?
 Most companies and salespeople have not made
changes to align the way they sell to the buyer’s journey
The Inbound Sales Methodology
aligns marketing and sales

8
What Makes This Sales Methodology Different?
It supports selling the way people like to buy
It begins outside of sales with marketing
It continues after the “close”
Why Adopt an Inbound Sales Methodology?
To align sales and marketing
Alignment delivers higher marketing ROI
What is The Inbound Sales Methodology?
The Inbound Sales Methodology

A sales methodology
designed to support the
desire of today’s buyer to
self educate before
making contact with a
salesperson. It consists of
activities performed by
both sales and marketing
teams.
Stage Activities:
Public
• Establish expertise Authoritative
Voice
• Promote reputations
• Share knowledge
Stage Activities:

• Reading Digital Body

Language V
• reConnecting
• Contextual-based Progressive
engagement
Qualifying
Stage Activities:

• Defining mutual success

• Navigating internal &
external barriers
Collective
• Moving from discussion Decision
to agreement Making
Stage Activities: Close
&
Continue
• Using the power of
ProClosing
• Handing deals back to
marketing
• Nurturing the next sale
INBOUND SALES ACADEMY

Here’s How You Can Contact Us

John Booth John Shea

@marketing_hack @sheajohnr
john@inboundsalesacademy.com jsheainboundsalesacademy.com
(844) 441-1589 (301) 639-6027

Director of Sales Director of Curriculum

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