The Ultimate Playbook For Building And Running A High-Performance Inside Sales Team
Author: Josiane Chriqui Feigon
Hardcover With Dust Cover
Very Good Condition
Light Wear On Dust Cover Edges
Book Like New Condition
Managing an inside sales team in the dynamic new Sale 2.0 ecosystem -- a digital, diverse, connected world where customers do their own research, and buy on their own sales cycles, not yours -- can be more than a little overwhelming. You've got new tools, metrics, and prospecting rules that seem to proliferate faster than you can keep track of them; social selling, digital communications, and innovative visual content taking the place of simple cold calling; and young, tech-savvy talent who hate the phone, expect work to be F-U-N, and for you to have all the answers immediately, SIRI-style.
One thing's for certain: The old rules don't apply, and making sure your people are running on all cylinders, charging forward, and closing all the deals in their pipline to make your numbers is an increasingly complicated -- and stressful -- prospect.
"Smart Sales Manager" shows you how to lead your inside sales squads to success -- from hiring and motivating to training, coaching, and more. Complete with real-life examples and smart sales strategies, this indispensable guide brings you up to speed on how to manage in the enw world of disruptive content creation, social selling, and digital communications. From Customer 2.0, to Tools 2.0, to Talent 2.0, you'll learn how to:
understand the new independent buy
build an Intelligent Prospecting 2.0 strategy
determine the appropriate training curriculum for your team of Millennial Inside Sales Superheroes
create a trust-based coaching culture
motivate fast, and create cohesive group dynamics
achieve total forecast accuracy
adopt smart strategies for productive team meetings
successfully have tough talks with low performers, as well as transformative interventions with problem personalities
and much more.
Containing simple how-to strategies, ideas, tips, and checklists -- as well as special "cheat sheets" filled with go-to action items you can use to immediately salvage a deal, a relationship, and even your reputation -- "Smart Sales Manager" provides you with up-to-the-minute advice on running a high-performance inside sales team, and confidently carrying your organization on to the next level of excellence.
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