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

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.

• The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
• Designing and Managing the Supply Chain
• The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
• 42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams That Deliver Quantum Results
• Smart Selling on the Phone and Online: Inside Sales That Gets Results
• Service Operations Management: Improving Service Delivery (4th Edition)
• Negotiating and Influencing Skills: The Art of Creating and Claiming Value
• Getting to Yes: Negotiating Agreement Without Giving In