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

Feigon, Josiane Chriqui

Softcover

ISBN 10: 0814437389 ISBN 13: 9780814437384

Publisher: Amacom, 2013

Synopsis

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.

About this title

Review:

"You really need to check out this new book by Josiane Chriqui Feigon if you want to manage a sales team in the twenty-first century." "--PCB007.com"

"It's the ultimate playbook for recruiting, training, and managing inside sales teams in today's Sales 2.0 world." "--Art Sobczak's Smart Calling"

..".whether you are managing one person, yourself, or many, this is a book...that will help you be more in touch with your inner sales person." "--Life Insurance Selling "

.."."Smart Sales Manager" is like having your own personal coach.... very informative book focused on managing an inside sales team." "--Portland Book Review"

The American Association of Inside Sales Professionals Book of the Year Award 2014

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

About this edition

• Publisher: Amacom
• Publication date: 2013
• ISBN 10: 0814437389
• ISBN 13: 9780814437384
• Binding: Paperback
• Number of pages: 288