Inbound Sales Training:

Earning the Attention of Today’s Empowered Buyer

The connect phase is the second part of your inbound sales strategy. The way you identify your leads makes a huge difference in how effectively you can connect with them. Far too many salespeople focus their prospecting efforts on cold, uncustomized emails and voicemails. These kinds of tactics result in cold leads that aren't especially eager to talk to the salesperson in the first place. Modern buyers know they can get more insight by doing an online search than by taking a cold call from a salesperson, so they let the calls go to voicemail and delete the messages as soon as they realize it’s “just another salesperson.” As an inbound salesperson, you'll reach out to buyers in a different way. You'll lead with a message that’s personalized to the buyer’s context. You’ll make an offer aligned with the awareness stage of the buyer’s journey. And when you get a prospective buyer on the phone, you’ll seek to understand the buyer’s interests and needs and offer to help where you can. In this lesson, you'll learn tactic for connecting with your potential buyers in an inbound way.