Inbound Selling Brian Signorelli
Books
Brian Signorelli’s Inbound Selling answers such unexplained sales management questions. The author is the director of HubSpot’s Global Sales Partner Program and drives home the point that people wait until their need becomes urgent before speaking to a salesperson. Signorelli further builds on this premise by stating some hard facts, such as that by 2020, 80% of buying decisions were made without a sales rep. He then makes a strong point about the type of salespeople who succeed at challenger sales, i.e., goal-oriented educators who love learning.
