As an inbound salesperson, you serve as a translator between the generic messaging found on your company’s website and the unique needs of your buyer.
During the Advise stage, legacy salespeople deliver the same presentation and same case studies to all buyers. Legacy sales people might do some light discovery around buyer needs -- just enough to know there might be interest. Then, they revert to autopilot and deliver their generic presentation.
However, modern buyers have already seen the content of this generic presentation online. They struggle to connect the company’s generic value proposition with their specific challenges, and legacy salespeople fail to help the buyer make these connections.
On the other hand, inbound salespeople tailor the presentation to the buyer’s context, leveraging the information gathered during the Connect stage.
During the exploratory conversation, inbound salespeople discover whether the buyer can be helped, wants their help, needs their help, or is prioritizing goals the salesperson is uniquely positioned to help with.