This is the first in a series of articles about shortening sales processes with inbound marketing.
A lot of internet marketing companies will try and make promises about how they can help make your business number one on Google for the best keywords and put you where you want to be on that first page of search results. I hear it all the time, and I began to wonder if ranking for keywords really allowed a business to succeed and bring in sales growth.
Too many times we jump on a sales call and think we can wing it. As business owners we think we can do this because we have done it in the past and it has worked for us. Hell...that is how we started our companies, isn’t it? But what happens when we want to get our business to that next level? We need to be able to handle sales calls much more efficiently. And what about that new salesperson we just hired - are we expecting them to just wing it? Typically what happens is that the new salesperson goes into a features and benefits pitch without even knowing what the prospect needs.Read More