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"... critical, relevant, and practical guidance for coaching and developing high performance teams." ―Stacy Erb, Director Inside Sales, Apple Inc.
Inside sales is overtaking field sales - and driving profits! Businesses now rely on it to generate up to 50 per cent 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; and 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.
- Sales Rank: #881416 in Books
- Brand: Brand: AMACOM
- Published on: 2013-07-09
- Original language: English
- Number of items: 1
- Dimensions: 1.03" h x 6.25" w x 9.28" l, 1.25 pounds
- Binding: Hardcover
- 272 pages
- Used Book in Good Condition
Review
"You really need to check out this new book by Josiane Chriqui Feigon if you want to manage a sales team in the twenty-first century.” --PCB007.com
"It’s the ultimate playbook for recruiting, training, and managing inside sales teams in today’s Sales 2.0 world." --Art Sobczak's Smart Calling
“…whether you are managing one person, yourself, or many, this is a book…that will help you be more in touch with your inner sales person.” --Life Insurance Selling
"…Smart Sales Manager is like having your own personal coach…. very informative book focused on managing an inside sales team." --Portland Book Review
The American Association of Inside Sales Professionals Book of the Year Award 2014
From the Inside Flap
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.
From the Back Cover
Advance Praise for Smart Sales Manager:
"If you want the smartest, most useful, get-to-the-point advice about managing inside sales in today's crazy-making marketplace, you need Smart Sales Manager. Josiane Feigon's vast experience in the sales trenches, combined with her no-nonsense solutions, make this book not just a "must-read" but a "must-do."
-- Lynne Lancaster, Founder, BridgeWorks
"Everyone on my inside sales team already has a copy of Josiane Feigon's Smart Selling on the Phone and Online in their workspace. As we onboard new managers or promote my senior team members, I will be handing them a copy of Smart Sales Manager with their offer letter. The book will bring them up to speed on management techniques that work in Sales 2.0, and make them effective coaches and sales leaders."
-- Ed Rodriguez, Managing Director of Inside, SMB and Renewal Sales, Citrix Systems, Americas
"Smart Sales Manager is a practical, savvy playbook that helps managers get up to speed fast on leading inside sales teams to success in today's social-mobile-video totally wired Sales 2.0 world."
-- Jill Konrath, author of SNAP Selling and Selling to Big Companies
"Today's Customer 2.0 buyers demand to be sold to in an entirely new way. Smart Sales Manager is an essential guide for any company looking to embrace these modern selling strategies and technologies. It's indispensable reading for anyone who builds or manages inside sales teams."
-- Jon Miller, VP Marketing and Co-Founder, Marketo
"The pressure for managers to produce is crushing, but guidance is minimal to none. Until now, Smart Sales Manager helps managers get up to speed fast on leading inside sales teams to success in the 'New Normal' sales world."
-- Trish Bertuzzi, President and Chief Strategist, The Bridge Group, Inc.
"Smart Sales Manager taps a critical need in the fastest-growing segment of all of sales and marketing. This great book helps sales managers build out an entire playbook for a high-velocity sales team. And best of all, Josiane Feigon has her finger on the pulse of how technology and 'Tool Power 2.0' is driving the growth of the inside sales space."
-- Ken Krogue, President and Founder of Inside Sales.com
"Contrary to popular belief, the term 'smart sales manager' is not an oxymoron, but rather a prescription for success, as Josiane Feigon proves in this helpful and informative book."
-- Geoffrey James, columnist, Inc.com
"... a practical playbook that helps managers get up to speed fast on leading inside sales teams to success in the 'New Normal' totally wired Sales 2.0 world."
-- Elaine Chan, Sales Development Director, Jive Software
"...specific, actionable advice grounded in real world experience."
-- Craig Abod, President, Carahsoft Technology Corp.
"Josiane Feigon has set a new standard and raised the bar in Smart Sales Manager...."
-- Frances Evensen, Director of Sales, SAP
"... the definitive guide for both new and seasoned inside sales managers."
-- Jonathan Farrington, CEO at Top Sales World
"... the new trusted friend for managers - it will live on as the AP Style Manual for managers."
-- Andy Creach, Director of Mid Market Sales, ServiceMax
"...one of the few must-reads of the year!"
-- Gary Ambrosini, President, Timetrade
"...the inside scoop on the customer, the talent, the tools, and the 'potent prospecting' it takes to succeed."
-- Lori Richardson, President, Score More Sales
"... offers managers the latest trends and the practical, tactical strategies, skills, and guidance they need to run a high-performance inside sales team..."
-- Chris Cabrera, CEO, Xactly Corp.
"Every inside sales manager should read Smart Sales Manager. Josiane provides specific, actionable advice grounded in real world experience. "
-- Craig Abod, President, Carahsoft Technology Corp.
"...the ultimate playbook. No hype, no B.S.-- it gives you everything you need to get the job done."
-- Dave Stein, CEO & Founder, ES Research Group, Inc.
"... a comprehensive guide for today's inside sales managers. Simply outstanding!"
-- Larry Reeves, Chief Operating Officer, AA-ISP
"Whether you're currently in charge of a sales team or are looking to move into sales management, this should be the next book you pick up."
-- Paul McCord, President, McCord Training and Development
"...a top notch guidebook to help those who are serious in their desire to improve sales team performance."
-- Bill Griffin, VP of Worldwide Manufacturing and Channel Sales, Autodesk Inc.
"...focuses on the human side of managing: watching, observing, learning from, and motivating teams."
-- Gerhard Gschwandtner, CEO, Selling Power
Most helpful customer reviews
2 of 2 people found the following review helpful.
No nonsense strategies DEMYSTIFIED!
By S. Diana Hersh
If you are an inside sales manager who is stepping out of a career as a successful rep to lead a young, eager team, or you just inherited a new team from a recent acquisition, Smart Sales Manager is your on-the-job leadership training guide. You'll learn the new rules for managing the Sales 2.0 Ecosystem: everything from everyday management basics to selling to hiring (and firing), motivating with fun, training, coaching, the new metrics . . . all the skills it takes to create an effective inside sales team and lead it to success. You'll find easy reference to the latest trends and the practical, tactical strategies, skills, and guidance you need to run a high-performance inside sales team and to carry your organization to the next level of excellence.
3 of 4 people found the following review helpful.
Inside sales is where its at and this book is all about inside sales
By Daniel B. Beaulieu
I love this book because I love insides sales teams. I consider them the actual backbone of any company. These people are the face of the company, the front lines. Sorry outsides sales professionals I think that these people are in the end more important to the success of the company than you guys are.
In many companies these are the guys who get things moving, these are the people who do the prospecting and lead generation, the cold-calling and the closing, these are the ones who get things done. These are the people who get out there and create something out of nothing. These people are the ones who develop the business and find the customers and then most of the time they are the ones who are in charge of the care and feeding of those customers. Do I make myself clear? I love inside sales people.
And this fine book by Ms. Feignon gives me everything I need to help me work and manage my inside sales team to success.
Let’s jump right into this “Seeing the potential for brilliance in your people is where good coaching starts…” Yes it does.
Chapter 4 is all about prospecting. We all know how much fun that can be. The only thing more challenging than prospecting is getting your people excited about prospecting. Chapter 4 has one of the clearest and well-defined descriptions of what prospecting is. What it involves and the right way to do it to be successful. From lead generation to cold calls to the day my day progress planning this book provides all that you need to take your team through a strategic lead generation system. If you are too cheap to buy the book then find it in your bookstore and read Chapter 4 you owe it to yourself.
The book ends with to handle those toughest of jobs dealing with low performers. The author prepares you for handling those hard talks with tips like make sure making sure you know what you’re talking about before you have the talk, make sure you have all of the facts right and most importantly know what message you have to deliver and then deliver it making sure you stay on message.
Look there are all kinds of books on how to handle those outside sales but very few good ones on how to handle your inside sales people, well this is one of them and it’s a good one. Oh and by the way don’t let the sub-title fool you, I have found that information in this book when applied correctly apply to outside sales people just as well as inside sales people, because in the end it’s really a great book about sales.
0 of 0 people found the following review helpful.
Easy and Relevant Read from which All Sales Managers Can Benefit
By Mark Hunter
What I loved most about this book is that right from the start, it is incredibly easy to relate to what Josiane Feigon writes. Her awareness of the unique challenges that today's sales managers face is spot on. She gets it, and I have no doubt that any sales manager who picks up this book will identify with her perspectives.
Additionally, the book is overflowing with specific insights and tips. Even if a sales manager applied only some of her suggestions, they would be on their way to a much more satisfying and successful experience with their team.
The "Smart Sales Manager" is relevant and profound, and I recommend you grab a copy of it sooner rather than later.
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