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Inbound Marketing Insights

Inbound Sales Success: The 'Advise' Phase of the Sales Process

Posted by Elyse Flynn Meyer | 2 Minutes to Read

As part of the "Explore" phase of the inbound sales process that we covered in our last blog about inbound sales, it is all about how the salesperson can uncover the goals and challenges of the prospect to see if your product or service is a good fit for them. You can read our blog on the "explore" phase to get more insights and tips on this process. Once it has been determined that it is a good fit to move forward, the next step in the salesperson’s inbound sales process is to advise the prospect of possible next steps and help guide them in a personalized way toward making that sales decision.

During this process, the inbound salesperson advises their opportunity on the specific value proposition of their product or service in accomplishing the opportunity’s goal or solving their problem. They do this by thoroughly understanding the prospect's needs and pain points, and then tailor their advice to address those specific challenges. By providing personalized guidance, the salesperson can effectively demonstrate how their product or service can provide a solution and deliver tangible results.

During the advising stage, the salesperson takes the time to assess the situation and understand the prospect's current state. They analyze the prospect's existing processes, systems, and strategies to identify areas of improvement and determine how their company can provide a better solution. This allows the salesperson to showcase the unique advantages and benefits of their product or service, highlighting how it can directly address the prospect's challenges and drive positive outcomes.

Additionally, the salesperson sets clear expectations for the prospect, outlining what they can expect once they become a customer. This includes discussing the implementation process, the support and resources available, and the anticipated results. By managing the prospect's expectations from the beginning, the salesperson establishes trust and transparency, creating a solid foundation for a successful partnership.

Overall, the advising stage of the inbound sales process is crucial in positioning the salesperson as a trusted advisor and expert in their field. By providing valuable insights, tailored recommendations, and clear expectations, the salesperson helps the prospect make an informed decision and feel confident in choosing their product or service. This personalized approach not only increases the likelihood of closing the deal but also lays the groundwork for a long-lasting and mutually beneficial customer relationship.

The inbound sales process represents a new approach that prospects prefer as they go through the sales process. By moving to an inbound sales model, the companies I work with now close deals at a 14% higher rate and a 23% faster rate than companies using traditional sales tactics. This is because an inbound sales team is not simply trying to secure another deal, but they are helping prospects through the decision-making journey. This results in customer delight, making your customers happier, keeping them as customers longer, and providing future referral business opportunities.

Are you looking for ways to optimize your inbound strategy? The "book "Mastering Inbound Marketing: Your Complete Guide to Building a Results-Driven Inbound Strategy," written by Elyse Flynn Meyer, Owner & Founder of Prism Global Marketing Solutions, covers every aspect of the inbound marketing methodology, including the revenue generation trifecta of marketing, sales, and the customer experience. Check out the book to see how to most efficiently and effectively develop, implement, and maintain your inbound strategy. 

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Topics: Mastering Inbound Marketing

Elyse Flynn Meyer

Posted by Elyse Flynn Meyer

Elyse Flynn Meyer is the Owner and Founder of Prism Global Marketing Solutions, an inbound marketing agency and HubSpot Platinum Partner based in Phoenix, Arizona. Elyse is the author of the book, Mastering Inbound Marketing Your Complete Guide to Building a Results-Driven Inbound Strategy. She is a frequent contributor to Forbes on digital marketing, and was named Marketer of the Year by the American Marketing Association.