In this episode of the Business Growth Hacks podcast, were talking about the changing landscape of sales and marketing, specifically focusing on the inbound methodology. They kick off by highlighting a significant statistic – a 49.6% close rate for search engines compared to a mere 1.7% for traditional marketing. The conversation explores how the sales process has evolved, emphasizing that the modern buyer is well-informed, conducting thorough online research before reaching out to a salesperson.

Key Points:

Inbound Methodology and Sales Evolution:

   – The inbound methodology and its relevance in the contemporary business environment.

   – They profound changes in the sales process, emphasizing the need for adaptation to new buyer behaviors.

Impact of the Internet on Buyer Knowledge:

   – Comparing a time when buyers were relatively uninformed, contrasting it with the current scenario where the Internet has empowered customers with extensive knowledge.

   – The buyer’s journey is highlighted as more random, with initial contacts not necessarily indicating an immediate readiness to buy.

Importance of Personalization and Value:

   – The shift from educating buyers to understanding their specific needs and providing personalized value.

   – They discuss the importance of salespeople focusing on the “why” and tailoring their approach to individual customer needs.

Quotable Moments:

   – “It’s not educating anymore. It’s getting into the why, what they need.”

   – “The modern buyer is used to personalization. It’s my job as a salesperson to say, ‘Hey, I notice that you’ve spent a lot of time on our website looking at our blogging service. Let’s talk a little bit about your needs.'”

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