How does your company’s purpose affect “back office” teams (accounting, legal, etc.)?

  • Your back office teams should define and maintain your company’s purpose and find ways to share it with the rest of the company.
  • Back office teams should find ways to make sure accounting processes, legal forms, etc. are focused on the needs of your customers.
  • Back office teams should be aware of your company’s purpose but will not be affected by it directly.
  • Back office teams should audit customer facing teams to ensure the company’s purpose is being fulfilled.

60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

  • Sales representatives must evolve their selling to keep up with customers’ buying habits.
  • Buyers are more educated, so there’s less work for the sales representatives.
  • Sales representatives need to push and sell harder to convince buyers to make the right decision.
  • Sales representatives should keep this in mind, but this doesn’t change the way the world should sell.

What is the buyer’s journey?

  • It’s the active research process someone goes through leading up to a purchase.
  • It’s the experience your prospect goes through when learning about your brand.
  • It’s the Inbound Methodology but from the buyer’s perspective.
  • It’s the set of actions that a buyer goes through after he or she made a purchase.