Transform the way you connect

[Rafirifat3367]

In traditional schemes, sales staff contact the prospect with a call in which they usually have a defined script. Usually this script is directed to the person who can make the decisions and is based on the advantages of the product or service. The problem is that the direct contact in an Inbound Marketing scheme is not always the person who makes the decisions. In most cases, the person who makes the decisions delegates the research to someone on their team and, therefore, the script will not only be useless but will be counterproductive.

In these cases, as we said before, it is better to focus on the person's context. Regardless of whether the interlocutor is the decision-maker or not, the sales team's pitch will be more attractive if it is based on the customer's real needs and not on a predefined script. It is important to talk to the prospect, listen to them and offer possible solutions to gain their trust. If your sales team is helpful to them from the start, it will be easier for the prospect to share information.

Transform the perception of your sales team:

If people can get information about australia accountant email database your company, product and service from your website and even make a purchase, what's the point of your sales team? With Inbound Marketing, you have the opportunity to turn your salespeople into a more human team. Throw away all the predefined, cookie-cutter scripts you have and focus on having a sales force full of expert advisors and brand evangelists.
As we said before, salespeople will be in charge of building the trust of your prospects. They will be the ones who know what problems they have and how your company can solve them. Therefore, you should encourage them to have a blog and build their reputation online. A reputable salesperson will have more authority in their comments and will attract more people.


You'll know your sales system transformation is working when it feels closer to the relationship between a doctor and his patient than a salesperson and his prospect. When someone goes to the doctor, they tell him all their problems honestly because they trust his knowledge and advice. The era of interrupting, reciting and insisting to make a sale is over. Now you must concentrate on listening, diagnosing and finding the best solution for your potential clients' problems.

Monitor prospect engagement with your recruiting process: If your sales team is going to invest time in getting to know and connecting with a prospect, they need to have the tools to track when and how they interact with your company. This includes knowing if and when they open your emails, when they visit your website, if they are talking about your company or the competition on social media, etc. If any of these interactions occur, your sales team should be aware.

When it’s time to make the sales call, it’s best to focus on the context and leave the sales script aside. For example: “Hi Ana. I’m Juan Pablo from Hiperestrategia. You recently downloaded our book on Brand Positioning . That’s why I checked out your website and I have some suggestions on how to make it more effective to achieve your goal. I’m going to send you an email with these suggestions. Write me or call me if you want to talk about how to apply them.”