Inbound Sales Training:

Prioritizing Active Buyers Over Passive Buyers

FREE Lesson

It’s no secret that, before you can sell anything, you need people to sell to. That’s why the identify phase is the first part of your inbound sales strategy. The goal in this phase is to identify leads within the large pool of available prospects. You need to identify the people who would be a good fit for what you sell or do. Think about the customers who have benefited most from your offering. What were they like before they became your customers? Those are the kinds of people you want to identify because they'll likely be a good fit for what you do. An inbound sales strategy flips the identify stage on its head. Instead of reaching out to everyone in your target market and trying to convince them that they should be interested in your offering, you instead start by targeting the people who might already be interested. In this lesson, you'll learn how to identify the potential buyers you should be working with.

Includes
  • 5 Videos
  • 1 Quiz
  • 37 min
  • Inbound Sales
Lesson description
Identifying the right business opportunities from the start can be the difference between a thriving business and a failing one. This lesson covers key tactics for identifying the active and passive buyers you should and shouldn’t be working with.

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Instructors

Photo of Kyle Jepson

Kyle Jepson

Principle Marketing Evangelist

HubSpot

Kyle teaches sales and CRM courses at HubSpot Academy. He is best known for his work on the HubSpot Sales Software Certification and the Sales Enablement Certification. He is the father of three children, the lucky husband of an equally lucky woman, and aspires to be the author of one of those paperback novels you see in grocery store check-out lines.

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