![](png/13636-graphic-for-small-business-guide-to-sales.png)
Welcome to the Small Business Guide to Sales.
You may have an incredible product, a stellar marketing team, and the greatest value proposition that ever was, but without a solid approach to sales, you don't have a business. Taking a holistic approach to sales, integrating the sales and marketing teams, and empowering your salespeople to be involved throughout the customer journey will allow you to establish a strong customer base and to keep them coming back and referring others for years to come.
Full table of contents
![#13636 icon 1](png/13636-icon-1-6.png)
1
Sales and Marketing explained
Since the dawn of business time, there's been a perceived rivalry between the sales and marketing departments. Marketing teams attract the business, but sales teams close the deal and get the glory. It doesn't have to be that way; you can create a sales and marketing approach that brings the two teams together, keeps everyone happy, and leads to healthier returns.
![13636-Sales-and-Marketing-explained](png/13636-sales-and-marketing-explained.png)
![#13636 Outbound vs Inbound](png/13636-outbound-vs-inbound.png)
![#13636 icon 2](png/13636-icon-2-6.png)
2
Outbound vs Inbound
Outbound sales and marketing tactics are about interruption: the television spot, the cold call, the billboard ad. You're putting your business out there for anyone to encounter and hoping that it generates leads and sales. By contrast, inbound lets the prospects come to you. Tactics like social media, paid online advertising, and subscription-based emails allow customers to find you on their own terms. There are pros and cons to each approach and a lot to learn about how to use them most effectively in tandem.
![#13636 icon 3](png/13636-icon-3-6.png)
3
Sales as part of the customer journey
Building an effective approach to sales is about more than just supporting that first transaction with a customer. Sales should be incorporated into all phases of the customer journey, from the moment a prospect first encounters your brand to the time they make their hundredth purchase or refer their twentieth friend.
![13636-Social-media-and-the-customer-journey](png/13636-social-media-and-the-customer-journey.png)
![#13636 Sales training options](png/13636-sales-training-options.png)
![#13636 icon 4](png/13636-icon-4-5.png)
4
Sales training options
Not everyone is a natural born salesperson. There's a lot to be learned about the best approach to sales and a lot of training options available to you and your team. Understanding your business's needs, your team's strengths and weaknesses, and where to go for the best educational materials are all part of empowering your sales team to be its strongest and most successful self.
![website](jpg/domenico-loia-hgv2tfoh0ns-unsplash.jpg)
How to Put Your Website At the Center of All Your Marketing
Your website is the heart of your online marketing presence. It’s the one place on the internet over which you
![podcast](jpg/juja-han-ut55xxqlqgu-unsplash.jpg)
The Small Business Guide to Podcasting
The term podcasting has become mainstream these days and interest in this medium is on the rise and, rightfully so.
![](jpg/google-universe.jpg)
Small Business Guide to the Google Universe
The video above is a replay of a recent live webinar I conducted. Combined with the text below you should
![marketing professional services](jpg/marketing-professional-services.jpg)
Content Tips to Help Your Professional Services Business Stand Out
Professional services cover a wide variety of industry, from law to accounting, and beyond. What makes these businesses unique is
![grow professional service business](jpg/grow-professional-service-business.jpg)
Keys to Business Growth for Professional Services
Sure, people in professional services need to be good at what they do, but their audience hopes that’s a given. Sometimes
![professional service leads](jpg/professional-service-leads.jpg)
Perfecting Your Lead Generation Efforts: A Guide for Service Professionals
If you own a professional services business, odds are you’re trying to get leads in the door. What I often