Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team
- 4h 3m
- Josiane Chriqui Feigon
- AMACOM
- 2013
Inside sales is overtaking field sales - and driving profits! Businesses now rely on it to generate up to 50 per cent of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don't "get" the new world of Sales 2.0. They don't know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today's sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal ...until now. Smart Sales Manager shows readers how they can lead their inside sales squads to success - from hiring and motivating to training, coaching, and more, including: Customer 2.0: Selling to the new elusive buyer; Tools 2.0: Choosing the best sales productivity and intelligence tools for their team; Talent 2.0: Hiring, training, and retaining inside sales superheroes; and Manager's cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.
About the Author
Josiane Chriqui Feigon is a pioneer, maverick, and visionary in the inside sales community. This 20-year industry veteran is the author of the bestselling book Smart Selling on the Phone and Online and President of TeleSmart Communications. Josiane is recognized among the Top 25 Most Influential Inside Sales Professionals, and as one of the world's leading experts on inside sales team and management talent. She has provided consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including Cisco, Autodesk, Citrix Systems, Informatica, Adobe, and Carahsoft. Josiane is one of the pioneers of the Sales 2.0 movement. Her Inside Sales Thought Leadership Blog is ranked among the Top 50 Sales Blogs by SalesCrunch. She lives in San Francisco.
In this Book
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Customer 2.0 is Mad as Hell!: Understanding the New Independent Buyer
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Talent 2.0: Why Millennials Make a Winning Team of Disruptive Inside Sales Superheroes
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Tool Power 2.0: Sales 2.0 at Work
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Prospecting 2.0: Inside Sales Superheroes in Action
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Hiring Superheroes: The Talent Building Blocks of an Inside Sales Organization
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Training the Talent: Making Training Stick and Giving it Legs
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Ready, Set, Coach!: Building an Integrated Coaching Program
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You're the Coach: Listening, Learning, and Giving Feedback
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Metrics 2.0: Call Activity Gets a Makeover
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Flex Your Influence!: Smart Strategies for Team Meetings
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Total Transparency: Smart Strategies for 1:1 Forecast Reviews
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Contests, Spiffs, and Texts: Smart Strategies for Motivational Makeovers
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Tough Talks: Smart Strategies and Interventions for Low Performers and Problem Personalities
