HubSpot just launched their Inbound Sales Certification last week. With a big push into the sales arena with their newly re-branded HubSpot Sales tools (aka Sidekick, formerly Signals) HubSpot are lifting the lid on their own internal sales process they utilize for selling their marketing platform.
Having seen both sides of this process, I highly recommend every salesperson, sales manager and CEO to investigate and think about how valuable this kind of approach would be in your sales process. Buyers do not buy like they used to, all the information they need is out there online, if not provided by your company then certainly your competition.
Old school companies design their sales process around their company or product, the new kids on the block realize quickly they need to design it around how their buyers want to purchase - this is the fundamental shift towards inbound sales companies should embrace.
Unlike legacy sales teams that design their sales process first, inbound sales teams build a sales process after the buying journey has been defined. This inbound sales process supports the buyer through their purchasing journey. As a result, salespeople and buyers feel aligned through the buying and selling process, not at odds with one another.