Smart Sales Manager

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

 Smart Sales Manager

Author: Josiane Chriqui Feigon
Pub Date: July 2013
Print Edition: $19.95
Print ISBN: 9780814437384
Page Count: 272
Format: Paper or Softback
e-Book ISBN: 9780814432846

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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.

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