This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you.
Executive: Well, you know that this major account doesn't actually consume the product that we sell them—they bundle it with their own products and resell it to their customers as a packaged solution. The end customer knows us by name ...
In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise.
First, iden- tify the primary internal motivators of your team members. Second, lay the foundation for an environment that brings out the best in them. Identifying Motivators Of course, various instruments exist that seek to identify ...
Sales Management
Wendy Connick, 'Why Lead Generation is Critical to the Sales Process' (December 8, 2018), ... used artificial intelligence to increase New York sales leads by 2,930%,' Harvard Business Review (Digital Articles) (May 30, 2017), pp. 2–5.
Praise for SALES MANAGEMENT SUCCESS "This is the first book in decades that offers a complete set of practical plans, templates, and checklists for hiring, training, coaching, and counseling salespeople and leading them to peak performance.
In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team.
This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day.