From the Publisher
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.