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
- Recap Exploratory call
- Suggest ways to achieve their goals/overcome challenges
- Confirm budget
- Decision-making processes
- Timeline
- 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
- Learn the prospect context in the exploratory process.
- The plan they discussed and agreed upon during the exploratory call.
- A review of the pros and cons of the different options they’re considering.
- 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