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Topics Covered: <a href='/resources/search/?query=Sales Management'>Sales Management</a> | <a href='/resources/search/?query=sales approach'>sales approach</a> | <a href='/resources/search/?query=sales advice'>sales advice</a> | <a href='/resources/search/?query=Marketing'>Marketing</a> | <a href='/resources/search/?query=Inbound'>Inbound</a>
Marketing & Tech
Jul 12, 2016 | Matthew Cook lock
It’s every business owner’s worst fear come true: sales are plummeting and you don’t know what to do to get them back up again. If things keep going the way they are, your profits will suffer significantly very soon.

If you’re still using outbound selling and marketing strategies, including TV and radio advertising, billboard advertising, buying email lists, cold calling, and door-to-door selling, then it’s no surprise that your numbers are down and your bottom line is at risk.

These outbound tactics don’t work anymore because they’re not in sync with the new buyer process. If you continue using them, then we can guarantee that your company won’t exist in five years.

To get your numbers back up to a healthy level, here are the two big steps that you need to take. Trust us, these two steps are all you need to get back to where you need to be in the market.  

Implement Inbound Marketing
The inbound marketing methodology is all about enticing people to come to you—to lure them to your brand—instead of going out and chasing them. It consists of online marketing activities like blogging, social media, email nurturing, SEO, and content marketing. Perhaps you’ve heard about inbound marketing in the past. Perhaps you brushed it off thinking that it’s just a trend that you don’t need to get on board with. But hear this: inbound marketing is no longer a nicety in business, it’s a necessity in 2016.

When you focus on inbound marketing rather than outbound, you’ll be able to gain momentum through a buildup of steady inbound content. You’ll promote long-term, sustainable growth. You’ll be able to generate more leads, at a drastically lower cost per lead. You’ll be able to convert those leads more effectively. You’ll be able to target the exact right audience that is interested in your solutions and ready to buy. You’ll be able to build much-needed credibility and trust. And you’ll be able to do it all more efficiently than you could ever do with outbound marketing. That’s because you’re giving customers what they want.

If your sales are down, then the best way to get them back up again is to implement inbound marketing.

Invest in Sales Enablement
But simply implementing inbound marketing won’t be enough to get your numbers back to where they need to be. It doesn’t matter how many leads you generate through your inbound marketing strategy if you can’t close them.

So the next step to improving your revenue is to invest in sales enablement. This will turn your outbound reps into inbound selling superstars.

Sales enablement will give your reps the inbound selling knowledge, tools, best practices, technologies, processes, and coaching they’ll need to successfully close inbound customers. It’ll teach them about the new buyer journey and why their old-school selling techniques don’t work anymore. It’ll help them learn how to connect with the right customers, in the right place, at the right time. It will teach them how to offer value. It’ll help them better understand what today’s new customers are looking for from reps and how to give it to them. It’ll provide them with a new arsenal of inbound selling strategies and tactics to use to close more successfully. It’ll undo their bad habits. It’ll build their skills, their knowledge, and their confidence.

When you implement inbound marketing and invest in sales enablement, you can’t lose. Your plummeting revenue will no longer be a problem. Slowly and surely, you’ll be able to rebuild a sustainable sales funnel through inbound marketing tactics, nurture customers until they’re ready to be sold to, and then have qualified reps to close the deal and delight the customers after the sale.

About the Author:

Matt-Cook-SalesHubMatthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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