Like many business owners I have things I do well, and things I do less well. Sales in the traditional sense
never been one of my strong suites. I have never taken easily to traditional sales methods especially making the first connection, and I've never liked cold calling. But, I've made plenty of sales. I've been the primary, and for much of my company's existence, the only salesperson. How did I do it? Like some many other business owners by referrals. We do good work. Customers like our work, tell people they know, and we get a referral. Referrals bypass that first awkward stage and let you get down to talking about customer's challenges, goals, and needs, and I love doing that.
But, living by referrals is dangerous. By definition, referrals come from those who run in the same circles. That makes it hard to expand beyond a certain by by referrals alone. At some point, you reach the boundary of the circle of people who know your work. It's also dangerous because you're leaving the outreach to your customers. Sure, you send them emails, but the same people only have so much work. Sometimes work is plentiful, sometimes it dries up. Referral based sales may work for a while, but once you get to a certain size it makes cashflow hard to manage, and growth sporadic and difficult. Does this sound like someone you know? Read on.
We became a HubSpot partner a little over a year ago. As part of the HubSpot partner program, I was invited to join HubSpot's Pipeline Generation Bootcamp lead by HubSpot's Dan Tyre. We have never done cold calling. We have never bought lists. We have done inbound marketing to gather leads, and sales by following up with those leads. We essentially followed an inbound sales methodology. Even so, the skills learned in this
transformed our approach to selling. It's made it more process driven, easier to execute, and more customer focused. In this article, I'll share the eight key things we learned in this sales
the transformed our selling, tips that can supercharge your inbound sales.