Understanding the Inbound Methodology: why should sales team be involved in the "Attract" stage?SOLVE
Sep 11, 2019 1:24 PM
I have difficulty to understand the inbound methodology. It says all customer facing teams, the marketing, sales and services should be involved in each stage. However, I don't think the sales, for example, should be involved at the Attract stage as it is an early stage for getting traffics to your business.
All purpose of the marketing activities is to helping sales people focusing on SQLs and final conversions. Am I right or wrong?
Please help with better understanding.
Solved! Go to Solution.
Sep 11, 2019 8:54 PM - edited Sep 11, 2019 9:02 PM
Just using the word 'sales' can have a negative connotation these days. So much so, that many organizations now refer to their sales personnel as ...
-- Account Executives
-- Account Managers
-- Account Reps
In the HubSpot ecosystem, we like to think in terms of Trusted Advisors -- with TRUST being the focus. That's because, buyer shopping behavior shows that customers value the opinions of those in their trusted circle over 'salesmen'.
- see [VIDEO] People Don’t Trust Sales. Here’s How Tech Can Help
In the old days, sales people had access to more information than buyers did. Now, the average customer has already researched our product/service before ever engaging with a sales person.
Because of this shift in access to information, customers no longer need to rely on the traditional 'salesmen'. They now rely on trusted advisors who aren't affraid to converse as if,
"the customer is always in the room".
Trusted advisors who have a deep understanding of their products/services and a genuine willingness to help solve their buyer's pain have the greatest chance of success.
If sales teams are expected to compete these days, they must earn TRUST. So the question becomes, "how does one earn trust?"
We think one way to earn trust is for sales, service, and support personnel to be involved throughout the buyer's journey. This type of early engagement, consistent interaction, and unapologetic transparency puts a human face on the sales and marketing process and allows potential customers to develop 'gut feelings' about doing business with our organization.
[And we all know that gut feelings are really smart -- see Gut Feelings: The "Second Brain" in Our Gastrointestinal Systems]
Gone are the Willie Loman (Death of a Salesman) days when customers had to wait around for salesmen to 'SELL' them using information parceled out at a snail's pace. Now are the days when TRUST may be the most important factor where products and services are BOUGHT instead of sold.
If we fail to attract buyers by using trusted advisors, no worries. The competition will.
Disclaimer: The opinions expressed here are those of the author and may not reflect those of HubSpot.