The Center for Sales Strategy Blog

It's been a big week for inbound marketing, with the HubSpot INBOUND13 conference taking place in Boston and a variety of new product announcements made that affect thousands of marketers. However, with all this buzz about inbound marketing you might still be wondering what exactly it is and whether or not it can truly help you reach your revenue goals.

Learning how to dig deeper and gain a better understanding of each of your client and prospect's needs is a very popular topic on our blog. We've taken a look at some of our popular articles that will help you to conduct an effective needs analysis meeting so you can focus on developing customized solutions for your clients.  

You just had what seems like a great meeting with a b2b sales prospect. You're excited because early on in the conversation you came across a need that was clearly actionable by you and your company. Cool.

Here at The Center for Sales Strategy we know how busy life can get. We know you can't read every single interesting b2b sales article you come across online, so we like to help our readers out every now and then by pulling together some of our most popular blog posts — just in case you missed them!

Some say that salespeople are a dime a dozen. Basically, they have very little value.  On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.

1. Surprise Business! – This is new business that comes your way because of your company’s great reputation, your connections in the community, or simply “being in the right place at the right time.”
2. Enterprise Business! – This is new business that you developed from scratch, business that would not have existed anywhere but for your efforts. These are prospects you specifically selected and then worked hard to get in front of. Once in front of these prospects, you nailed an important assignment during your needs analysis meeting, which led to the development of a tailored solution.

We all work hard and deserve a few surprises over the year, but if we don't have some enterprise accomplishments too, are we really selling?

Inbound marketing is your ticket to not only being part of the dialogue but having the ability to start conversations with your top prospects and your best clients. This is done by publishing online content through your website and blog, and providing ways for visitors to qualify themselves. Creating content and generating leads are at the core of a successful inbound marketing program and we help businesses every day develop and execute successful inbound strategies. However, you too can start implementing a plan that will help you get found online, fill your lead funnel, and find new customers.