Title: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team
Publisher: AMACOM
Publication Date: 2013
Language: English
ISBN 10: 0814437389
ISBN 13: 9780814437384
Binding: Soft cover
Condition: acceptable

About this title

Synopsis

Josiane Feigon, author and pioneer of the inside sales community, recognizes that the pressure to produce can be crushing, but the guidance provided thus far has been minimal.

With the explosion of social media, as well as the increasing dependence on digital communications, the need for businesses to shift their focus from field sales to inside sales is growing exponentially today. Businesses now rely on inside sales to generate up to 50 percent of their revenue! The burgeoning demand for inside sales leaders means that the industry’s top reps are being promoted and transitioned even if they are unprepared for management in the Sales 2.0 that is taking over the field.

In Smart Sales Manager, she shows you 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

The ability to successfully train your sales teams in social selling, digital communications, and disruptive content creation is vital in today’s sales environment. Complete with real-life examples and smart sales strategies, Smart Sales Manager will bring managers up to speed fast.

About the Author

JOSIANE CHRIQUI FEIGON (San Francisco, CA) is President and Founder of TeleSmart Communications, a global training and consulting company specializing in inside sales. She is the author of the blog TeleSmart, and her articles have appeared in Selling Power, Call Center Magazine, and other industry publications.

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