Learn
Learn
Close

What is 'They Ask, You Answer'?

A revolutionary approach to driving more sales from your inbound marketing.

Learn MoreLearn More

Free Courses in IMPACT+

Dozens of sales, marketing, and content courses inside IMPACT+. Start learning now.

See all coursesSee all courses
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close

Services Overview

See how you can dramatically increase your inbound leads and sales.

Services Overview

Digital Sales and Marketing Mastery

Fast track your team’s success with IMPACT's most popular service.

Digital Sales and Marketing Mastery

Web Design

Launch a beautiful website that consistently generates leads and revenue.

Web Design

Virtual Sales Training

Equip your sales team with comprehensive training designed to help them close more deals in today's virtual-first world.

Virtual Sales Training

HubSpot Training & Implementation

Train your company to take ownership of HubSpot and get the most out of your investment.

HubSpot Training & Implementation

Case Studies

See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

Case Studies
Become a Certified Coach
Become a Certified Coach
Close
The 5 Habits Your Sales Team Needs to Be Successful Blog Feature

July 1st, 2014 min read

the_5_habits_your_sales_team_needs_to_be_successfulHow outdated is your sales team's approach?

If your marketing has gone inbound, and your sales hasn't gone anywhere, it's likely that you're running into some troubles. 

After all, in order to be truly successful, both departments must take the plunge together. 

With your marketing team working to create remarkable content designed to attract your ideal customers, sales has to stop talking at prospects and start talking with them

If your salespeople lack an understanding of what it takes to close inbound leads, we've detailed some suggestions worth making note of. Below are 5 habits every inbound salesperson needs to adopt if you want to ensure that your prospects are being properly handled.

They understand the buyer

By the time one of your salespeople gets on the phone with a prospect, it's likely that they know more about you, your team, and your product or service than you'd imagine.

The key to sales success is to not only recognize that the prospect has done their research, but to prove that you have done the same.

By making it your sales team's mission to learn the ins and outs of your ideal prospect's behavior and expectations in terms of a buying experience, you can plan for a more buyer-centric connect. 

They understand effective copy

While in the past sales outreach relied heavily on cold calling, inbound sales require salespeople to write a lot more than they're used to. 

With that being said, your team must be well-versed in the basic fundamentals of effective copywriting in order to succeed with their engagements. This means understanding what type of approach is going to be persuasive, as well as what type of approach is going to scare prospects away. 

In order to put forth copy that is going to convince recipients to take the action you want them to take, they must keep in mind that less is more. When trying to convey a message, we suggest that they call upon bullet points and simple sentences to ease readability.

In order to be effective, sales copy must be clear, concise, and free of errors. 

(Quick Tip: Looking for some email templates to help your team get started? Your wish is our command. We're giving them away for free here.)

They're active on social media

Social selling shouldn't be taken lightly.

If your salespeople aren't participating on social media, your business is missing out on a valuable opportunity to engage with prospects in an online setting.

This doesn't boil down to them sharing a few articles and calling it a day, but rather using their social presense as a platform to answer prospect's questions and display their expertise. 

If you're a HubSpot user, your salespeople have the ability to set up a custom stream that sends out a notification to a designated group of recipients every time a qualified lead from you database mentions you on Twitter, or tweets a link from your website. This allows for a more timely, relevant follow up. 

They build rapport

Simply put, one-sided conversations aren't stimulating.

In order to convince a prospect that your company is one that they want to do business with, your salespeople must be able to establish a personal connection right off the bat. 

Why?

People are more willing to open up when they feel comfortable. By building rapport before diving into a call, prospects will be more likely to open up about their aspirations and tribulations. With this information in tow, your team can more easily establish common ground, and guide the conversation in the right direction. 

(Quick tip: Check out the Refresh App. This free app provides users with the type of insight they need to uncover real connection points with prospects, which ultimately will lead to deeper conversations.)

They communicate with marketing

In order for your salespeople to be truly successful, it's imperative that they open up a line of communication with the marketing department. 

While sales and marketing are known for their finger pointing, there is a lot that the two can learn from one another. 

Through frequent communication, sales can inform marketing of reoccurring questions and conversations that they are running into with prospects so that marketing can create more relevant content for them to call upon in terms of resources. 

Essentially, the less time the two teams spend arguing, the more time they'll have to attract and close business. 

Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds of courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE