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

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9780814437384: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team
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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.

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From the Inside Flap:

Managing an inside sales team in the dynamic new Sales 2.0 ecosystem—a digital, diverse, connected world where customers do their own research, and buy on their own sales cycles, not yours—can be more than a little overwhelming. You’ve got new tools, metrics, and prospecting rules that seem to proliferate faster than you can keep track of them; social selling, digital communications, and innovative visual content taking the place of simple cold calling; and young, tech-savvy talent who hate the phone, expect work to be F-U-N, and for you to have all the answers immediately, SIRI-style.

One thing’s for certain: The old rules don’t apply, and making sure your people are running on all cylinders, charging forward, and closing all the deals in their pipeline to make your numbers is an increasingly complicated—and stressful—prospect.

Smart Sales Manager shows you how to lead your inside sales squads to success—from hiring and motivating to training, coaching, and more. Complete with real-life examples and smart sales strategies, this indispensable guide brings you up to speed on how to manage in the new world of disruptive content creation, social selling, and digital communications. From Customer 2.0, to Tools 2.0, to Talent 2.0, you’ll learn how to:

· Understand the new independent buyer l build an Intelligent Prospecting 2.0 strategy

· Determine the appropriate training curriculum for your team of Millennial Inside Sales Superheroes

· Create a trust-based coaching culture

· Motivate fast, and create cohesive group dynamics

· Achieve total forecast accuracy

· Adopt smart strategies for productive team meetings

· Successfully have tough talks with low performers, as well as transformative interventions with problem personalities

· And much more

Containing simple how-to strategies, ideas, tips, and checklists—as well as special “cheat sheets” filled with go-to action items you can use to immediately salvage a deal, a relationship, and even your reputation—Smart Sales Manager provides you with up-to-the-minute advice on running a high-performance inside sales team, and confidently carrying your organization on to the next level of excellence.

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.

Connect with Josiane Chriqui Feigon:

@JosianeFeigon

website: www.tele-smart.com

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

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