When prospects find you via inbound techniques, you can’t put them through the same old sales process.
The way people buy things (products and services) has changed dramatically in the past 10 years. Your prospective buyers may be more educated, or want something different from you. The successful sales person in this day and age will adapt to these new realities. The author, Frank Belzer, was one of Stephanie’s sales coaches in 2011 and 2012. We recommend this book as a great resource on how to adapt your selling strategies to the new ways people are buying.
