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

Feigon, Josiane Chriqui

ISBN 10: 0814432832 / ISBN 13: 9780814432839

Editore: Amacom Books, 2013

Codice articolo 0814432832-11-32787576

Riassunto:

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.

Informazioni sull'autore:

JOSIANE CHRIQUI FEIGON is President and Founder of TeleSmart Communications and a leading expert on inside sales management. She is the author of the popular book, Smart Selling on the Phone and Online.

Dati bibliografici

Titolo: Smart Sales Manager: The Ultimate Playbook ...
Casa editrice: Amacom Books
Data di pubblicazione: 2013
Legatura: hardcover
Condizione: New