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

HardCover. Pub Date :2013-01-01 Pages: 272 Language: English Publisher: McGraw-Hill Education 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 Youve 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 FUN. and for you to have all the answers immediately. SIRI-style.One things for certain: The old rules dont 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 inc...

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.