--- title: Inbound Sales Tactics and Techniques | Inbound Seller Blog description: Inbound Sales and selling blog posts, research, statistics, advice, and best practices for sales reps and sales leaders --- [![Inbound-Seller-Logo.png](https://www.inboundseller.com/hs-fs/hubfs/Inbound-Seller-Logo.png?width=321&name=Inbound-Seller-Logo.png "Inbound-Seller-Logo.png")](https://www.inboundseller.com) - [Sales Negotiation](https://www.inboundseller.com/blog/topic/sales-negotiation) ## [How to Run a Bulletproof Negotiation](https://www.inboundseller.com/blog/how-to-run-a-bulletproof-negotiation) **Brian Signorelli** | Jun 22, 2017 6:14:51 PM Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.    ### [Inbound Seller](https://www.inboundseller.com/blog) - [Sales Negotiation](https://www.inboundseller.com/blog/topic/sales-negotiation) ## [How to Run a Bulletproof Negotiation](https://www.inboundseller.com/blog/how-to-run-a-bulletproof-negotiation) Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.    **Brian Signorelli** | Jun 22, 2017 6:14:51 PM - [Lead Generation](https://www.inboundseller.com/blog/topic/lead-generation) ## [The Critical Importance Of Lead Validation In Internet Marketing](https://www.inboundseller.com/blog/the-critical-importance-of-lead-validation-in-internet-marketing) *A guest blog post, by Aaron Wittersheim.  Aaron is the Chief Operating Officer at Internet marketing agency *[*Straight North*](https://www.straightnorth.com/)*.* **Brian Signorelli** | Jun 22, 2017 10:31:26 AM - [Inbound Sales](https://www.inboundseller.com/blog/topic/inbound-sales) - [Evolution of Sales](https://www.inboundseller.com/blog/topic/evolution-of-sales) ## [Why Humans May Be the Bug in Your Company's Sales Process](https://www.inboundseller.com/blog/why-humans-may-be-the-bug-in-your-companys-sales-process) That’s probably the last thing you expected to hear from a career salesman.**Sure, it’s easier to claim “relationships are the cornerstone of every sale”** or “there is no replacement for human interaction.” Doing so would have made me more comfortable during my time as a frontline rep. It would also be a convenient, soul-warming way to think of the value my colleagues and I provide.  **But it is not true.** **Brian Signorelli** | Mar 6, 2017 3:27:08 PM - [marketing](https://www.inboundseller.com/blog/topic/marketing) ## [Using 3D Animations as a Sales Tool](https://www.inboundseller.com/blog/using-3d-animations-as-a-sales-tool) This is an interesting guest post and infographic from Ghost Productions.  I'd be interested in getting your feedback on this to see if sharing more of their content might be worthwhile.  The original article is below -- please provide feedback in the comments if you have them! - Brian  **Brian Signorelli** | Jan 9, 2017 1:27:00 PM - [Sales Enablement](https://www.inboundseller.com/blog/topic/sales-enablement) ## [The Sales Enablement Paradox](https://www.inboundseller.com/blog/the-sales-enablement-paradox) Over the past decade, companies have invested billions upon billions of dollars in areas such as CRM, Content Marketing, Marketing Automation, Sales Coaching, and other [Sales Technologies](http://www.scalevp.com/blog/the-sales-tech-stack). In fact, they have spent (or are projected to spend)  - [$300 Billion on Content Marketing by 2019](https://www.marketingmag.com.au/news-c/content-marketing-will-300-billion-industry-2019/) (PQ Media), **Brian Signorelli** | Nov 22, 2016 2:28:21 PM - [Sales Coaching](https://www.inboundseller.com/blog/topic/sales-coaching) - [Sales Leadership](https://www.inboundseller.com/blog/topic/sales-leadership) ## [Sales Coaching vs Sales Training: The 4 Truths You Must Accept](https://www.inboundseller.com/blog/sales-coaching-vs.-sales-training-4-simple-truths-you-need-to-accept) In my last post, I shared some [reflections on my personal development as a Sales Manager](https://www.inboundseller.com/blog/the-one-secret-that-will-make-you-a-better-sales-leader).  If you just read that post, you now know my opinion on where most sales leaders miss the mark -- they confuse "leadership" with "problem solving".  As a result, they perpetuate the inability for their teams to solve problems on their own and never become the leader they could be because they are not coaching.. which is what I believe to be the secret to being a highly impactful sales leader.   **Brian Signorelli** | Nov 14, 2016 3:10:00 PM - [Sales Coaching](https://www.inboundseller.com/blog/topic/sales-coaching) - [Sales Leadership](https://www.inboundseller.com/blog/topic/sales-leadership) ## [The ONE Secret That Will Make You a Better Sales Leader](https://www.inboundseller.com/blog/the-one-secret-that-will-make-you-a-better-sales-leader) A year ago, I reflected on my first full year (plus) as a Sales Manager.  At the time, it was a helpful exercise, and I hope for those of you who may have read the article found it helpful as well.  If you haven't had a chance to read it, and you're a new sales manager or sales manager just looking for a refresh, the article can be found here on HubSpot's Blog: [7 Thing I Wish I Knew Before Becoming a Sales Manager](http://blog.hubspot.com/sales/things-i-wish-i-knew-before-becoming-a-sales-manager#sm.0000zm3fqvj6lfb7z5w1d80yscucu).  **Brian Signorelli** | Nov 13, 2016 4:21:59 PM - [Inbound Sales](https://www.inboundseller.com/blog/topic/inbound-sales) - [Inbound Sales Community](https://www.inboundseller.com/blog/topic/inbound-sales-community) ## [Announcing the Inbound Sales Slack Community and What's In It For You](https://www.inboundseller.com/blog/announcing-the-inbound-sales-slack-community-and-whats-in-it-for-you) # [![Join-the-inbound-sales-slack-community-v2](https://no-cache.hubspot.com/cta/default/1793244/e1a93802-6871-4061-a9f3-b3be608ca6c2.png)](https://cta-redirect.hubspot.com/cta/redirect/1793244/e1a93802-6871-4061-a9f3-b3be608ca6c2) ## Why We're Creating the Inbound Sales Slack Community **Brian Signorelli** | Aug 27, 2016 5:24:07 PM - [Inbound Sales](https://www.inboundseller.com/blog/topic/inbound-sales) - [Inside Sales](https://www.inboundseller.com/blog/topic/inside-sales) - [Closing](https://www.inboundseller.com/blog/topic/closing) ## [Three of the Most Effective Closing Techniques for Sales Reps](https://www.inboundseller.com/blog/three-effective-closing-techniques-for-sales-reps) I've been doing and observing closing techniques for sales reps for over four years now and want to share some things I've learned with you on how to close a sale.  **Brian Signorelli** | Aug 27, 2016 10:26:08 AM - [email marketing](https://www.inboundseller.com/blog/topic/email-marketing) - [sales evolution](https://www.inboundseller.com/blog/topic/sales-evolution) ## [Why Email-Based Selling Is the New Smoking](https://www.inboundseller.com/blog/why-email-based-selling-is-the-new-smoking) # So You Say You Want to Sell?  Up until about the mid 1990s, salespeople got in touch with their buyers over the phone, in person, and through direct mail or direct advertising.  Then, [in about 1995, a little business called AOL popped up](https://www.quora.com/When-did-email-start-to-become-popularly-used-in-the-US) and we all came to absolutely love hearing, "You've Got Mail".    Shortly after, [in early 1997, Microsoft released Office 97](https://en.wikipedia.org/wiki/Microsoft_Outlook) which included Exchange Server 5.5.  At about the same time, Yahoo! and Hotmail came about, also offering email alternatives to AOL.   **Brian Signorelli** | Aug 22, 2016 5:00:37 PM [All posts](https://www.inboundseller.com/blog/all) [Next](https://www.inboundseller.com/blog/page/2) ![](https://cdn2.hubspot.net/hub/2558854/hubfs/DreamPack/letter%20Icon.png?t=1496817989590&width=86&name=letter%20Icon.png) ## Subscribe Subscribe now and receive a box filled with hand-picked awesome items ** #### Subscribe to our newsletter [![Subscribe](https://no-cache.hubspot.com/cta/default/1793244/65670ad3-1bec-4a81-936c-1c16a4c6bf0f.png)](https://cta-redirect.hubspot.com/cta/redirect/1793244/65670ad3-1bec-4a81-936c-1c16a4c6bf0f) ![](https://cdn2.hubspot.net/hub/2558854/hubfs/DreamPack/A4%20paper%20MM2.png?width=420&name=A4%20paper%20MM2.png) ### Landing Pages: The Do’s and Dont’s Improve your forms, page structure and overall leads. Fusce dapibus [![Get Your Copy](https://no-cache.hubspot.com/cta/default/1793244/0f0fbce8-791c-4e97-b9b5-0c16ca4ef99b.png)](https://cta-redirect.hubspot.com/cta/redirect/1793244/0f0fbce8-791c-4e97-b9b5-0c16ca4ef99b) Recent Posts - [Sales Negotiation](https://www.inboundseller.com/blog/topic/sales-negotiation) ## [How to Run a Bulletproof Negotiation](https://www.inboundseller.com/blog/how-to-run-a-bulletproof-negotiation) #### Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learne... [Read more](https://www.inboundseller.com/blog/how-to-run-a-bulletproof-negotiation) - [Lead Generation](https://www.inboundseller.com/blog/topic/lead-generation) ## [The Critical Importance Of Lead Validation In Internet Marketing](https://www.inboundseller.com/blog/the-critical-importance-of-lead-validation-in-internet-marketing) #### A guest blog post, by Aaron Wittersheim. Aaron is the Chief Operating Officer at Internet marketing agency Straight North. Every click your company’s ... [Read more](https://www.inboundseller.com/blog/the-critical-importance-of-lead-validation-in-internet-marketing) - [Inbound Sales](https://www.inboundseller.com/blog/topic/inbound-sales) - [Evolution of Sales](https://www.inboundseller.com/blog/topic/evolution-of-sales) ## [Why Humans May Be the Bug in Your Company's Sales Process](https://www.inboundseller.com/blog/why-humans-may-be-the-bug-in-your-companys-sales-process) #### That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale... [Read more](https://www.inboundseller.com/blog/why-humans-may-be-the-bug-in-your-companys-sales-process) - [marketing](https://www.inboundseller.com/blog/topic/marketing) ## [Using 3D Animations as a Sales Tool](https://www.inboundseller.com/blog/using-3d-animations-as-a-sales-tool) #### This is an interesting guest post and infographic from Ghost Productions. I'd be interested in getting your feedback on this to see if sharing more of... [Read more](https://www.inboundseller.com/blog/using-3d-animations-as-a-sales-tool) ### Product ### Company ### Support ### Subscribe - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/fb-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/twitter-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/google-plus-16-icon.png)](https://#) - [![](https://cdn2.hubspot.net/hubfs/2558854/DreamPack/instagram-16-icon.png)](https://#) ###### © 2018 All Right Reserved. [![Inbound-Seller-Logo.png](https://www.inboundseller.com/hs-fs/hubfs/Inbound-Seller-Logo.png?width=321&name=Inbound-Seller-Logo.png "Inbound-Seller-Logo.png")](https://www.inboundseller.com)