The sales and marketing landscape has undergone dramatic changes in the past 10-15 years. As people become increasingly reliant on the Internet to research the products and services that can address their needs, inbound sales has developed into a crucial aspect of a sales team’s success. We spoke to five top industry experts and thought leaders in order to find out what advice they have for improving the success of their inbound sales team.

1. Interviews with
the Experts
Inbound Sales Tips for
Closing Leads

2. Kyle Porter, CEO
SalesLoft
1. Connect with the
decision maker &
understand their
objective.
2. Tie your solution to
their objective.
3. Create a burning
platform of urgency.
3 Inbound
Sales Tips

3. Aaron Ross, CEO
Predictable
Revenue, Inc.
1. Make sure your
inbound leads go to
inbound sales specialists.
2. Focus on becoming an
expert in your area.
3. Start specializing or
start planning to
specialize.
3 Inbound
Sales Tips

4. Sean Alpert,
Director of
Product Marketing
salesforce.com
1. Be upfront about your
role.
2. Ask the right discovery
questions.
3. Always use the
prospect’s words.
3 Inbound
Sales Tips

5. Andrea
Sittig-Rolf, CEO
blitzmasters.com
1. Anticipate the
objection.
2. Handle the objection.
3. Ask for the
appointment.
3 Inbound
Sales Tips

6. Matt Heinz,
President
Heinz Marketing
1. Know the prospect so
that you can ask very
specific questions.
2. Tailor your questions
and discussions to their
specific role.
3. Be specific about next
steps you’ll take after the
conversation.
3 Inbound
Sales Tips

7. Get more inbound
marketing tips at
www.callrail.com/blog