"... 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.
Josiane Chriqui Feigon
Used Book in Good Condition
Most Helpful Customer Reviews
If you are an inside sales manager who is stepping out of a career as a successful rep to lead a young, eager team, or you just inherited a new team from a recent acquisition, Smart Sales Manager is your on-the-job leadership training guide. You'll learn the new rules for managing the Sales 2.0 Ecosystem: everything from everyday management basics to selling to hiring (and firing), motivating with fun, training, coaching, the new metrics . . . all the skills it takes to create an effective inside sales team and lead it to success. You'll find easy reference to the latest trends and the practical, tactical strategies, skills, and guidance you need to run a high-performance inside sales team and to carry your organization to the next level of excellence.
I love this book because I love insides sales teams. I consider them the actual backbone of any company. These people are the face of the company, the front lines. Sorry outsides sales professionals I think that these people are in the end more important to the success of the company than you guys are. In many companies these are the guys who get things moving, these are the people who do the prospecting and lead generation, the cold-calling and the closing, these are the ones who get things done. These are the people who get out there and create something out of nothing. These people are the ones who develop the business and find the customers and then most of the time they are the ones who are in charge of the care and feeding of those customers. Do I make myself clear? I love inside sales people. And this fine book by Ms. Feignon gives me everything I need to help me work and manage my inside sales team to success. Let’s jump right into this “Seeing the...
What I loved most about this book is that right from the start, it is incredibly easy to relate to what Josiane Feigon writes. Her awareness of the unique challenges that today's sales managers face is spot on. She gets it, and I have no doubt that any sales manager who picks up this book will identify with her perspectives.
Additionally, the book is overflowing with specific insights and tips. Even if a sales manager applied only some of her suggestions, they would be on their way to a much more satisfying and successful experience with their team.
The "Smart Sales Manager" is relevant and profound, and I recommend you grab a copy of it sooner rather than later.
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