Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team

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9780814432839: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team

"... critical, relevant, and practical guidance for coaching and developing high performance teams." ―Stacy Erb, Director Inside Sales, Apple Inc.

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.

"Sinopsis" puede pertenecer a otra edición de este libro.

Book Description:

Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% 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

· 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.

From the Back Cover:

Advance Praise for Smart Sales Manager:

"If you want the smartest, most useful, get-to-the-point advice about managing inside sales in today's crazy-making marketplace, you need Smart Sales Manager. Josiane Feigon's vast experience in the sales trenches, combined with her no-nonsense solutions, make this book not just a "must-read" but a "must-do."
-- Lynne Lancaster, Founder, BridgeWorks

"Everyone on my inside sales team already has a copy of Josiane Feigon's Smart Selling on the Phone and Online in their workspace. As we onboard new managers or promote my senior team members, I will be handing them a copy of Smart Sales Manager with their offer letter. The book will bring them up to speed on management techniques that work in Sales 2.0, and make them effective coaches and sales leaders."
-- Ed Rodriguez, Managing Director of Inside, SMB and Renewal Sales, Citrix Systems, Americas

"Smart Sales Manager is a practical, savvy playbook that helps managers get up to speed fast on leading inside sales teams to success in today's social-mobile-video totally wired Sales 2.0 world."
-- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"Today's Customer 2.0 buyers demand to be sold to in an entirely new way. Smart Sales Manager is an essential guide for any company looking to embrace these modern selling strategies and technologies. It's indispensable reading for anyone who builds or manages inside sales teams."
-- Jon Miller, VP Marketing and Co-Founder, Marketo

"The pressure for managers to produce is crushing, but guidance is minimal to none. Until now, Smart Sales Manager helps managers get up to speed fast on leading inside sales teams to success in the 'New Normal' sales world."
-- Trish Bertuzzi, President and Chief Strategist, The Bridge Group, Inc.

"Smart Sales Manager taps a critical need in the fastest-growing segment of all of sales and marketing. This great book helps sales managers build out an entire playbook for a high-velocity sales team. And best of all, Josiane Feigon has her finger on the pulse of how technology and 'Tool Power 2.0' is driving the growth of the inside sales space."
-- Ken Krogue, President and Founder of Inside Sales.com

"Contrary to popular belief, the term 'smart sales manager' is not an oxymoron, but rather a prescription for success, as Josiane Feigon proves in this helpful and informative book."
-- Geoffrey James, columnist, Inc.com

"... a practical playbook that helps managers get up to speed fast on leading inside sales teams to success in the 'New Normal' totally wired Sales 2.0 world."
-- Elaine Chan, Sales Development Director, Jive Software

"...specific, actionable advice grounded in real world experience."
-- Craig Abod, President, Carahsoft Technology Corp.

"Josiane Feigon has set a new standard and raised the bar in Smart Sales Manager...."
-- Frances Evensen, Director of Sales, SAP

"... the definitive guide for both new and seasoned inside sales managers."
-- Jonathan Farrington, CEO at Top Sales World

"... the new trusted friend for managers - it will live on as the AP Style Manual for managers."
-- Andy Creach, Director of Mid Market Sales, ServiceMax

"...one of the few must-reads of the year!"
-- Gary Ambrosini, President, Timetrade

"...the inside scoop on the customer, the talent, the tools, and the 'potent prospecting' it takes to succeed."
-- Lori Richardson, President, Score More Sales

"... offers managers the latest trends and the practical, tactical strategies, skills, and guidance they need to run a high-performance inside sales team..."
-- Chris Cabrera, CEO, Xactly Corp.

"Every inside sales manager should read Smart Sales Manager. Josiane provides specific, actionable advice grounded in real world experience. "
-- Craig Abod, President, Carahsoft Technology Corp.

"...the ultimate playbook. No hype, no B.S.-- it gives you everything you need to get the job done."
-- Dave Stein, CEO & Founder, ES Research Group, Inc.

"... a comprehensive guide for today's inside sales managers. Simply outstanding!"
-- Larry Reeves, Chief Operating Officer, AA-ISP

"Whether you're currently in charge of a sales team or are looking to move into sales management, this should be the next book you pick up."
-- Paul McCord, President, McCord Training and Development

"...a top notch guidebook to help those who are serious in their desire to improve sales team performance."
-- Bill Griffin, VP of Worldwide Manufacturing and Channel Sales, Autodesk Inc.

"...focuses on the human side of managing: watching, observing, learning from, and motivating teams."
-- Gerhard Gschwandtner, CEO, Selling Power

"Sobre este título" puede pertenecer a otra edición de este libro.

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Descripción Amacom, United States, 2013. Hardback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780814432839

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Descripción Amacom, United States, 2013. Hardback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780814432839

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Descripción AMACOM, 2013. Hardcover. Estado de conservación: New. Nº de ref. de la librería P110814432832

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