John Wiley & Sons Sales Engagement Cover The Sales Engagement movement is here! Join the world's most innovative companies, and build a sales.. Product #: 978-1-119-58434-6 Regular price: $21.40 $21.40 Auf Lager

Sales Engagement

How The World's Fastest Growing Companies Are Modernizing Sales Through Humanization

Medina, Manny / Altschuler, Max / Kosoglow, Mark


1. Auflage März 2019
240 Seiten, Hardcover
Wiley & Sons Ltd

ISBN: 978-1-119-58434-6
John Wiley & Sons

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The Sales Engagement movement is here! Join the world's most innovative companies, and build a sales organization made for the future.

"This is a new era--a time where there are more options for the buyer than ever before. More information at their fingertips. More companies doing similar things. More salespeople to contact them about it.

Salespeople need to be ready. They need a whole new education and suite of technology to go with it. I'm here to tell you that it has arrived.

It's time to be where the buyer is. It's time to be testing and optimizing your outreach. It's time to be relevant. It's time to be personal. It's time to embrace the modern era of Sales Engagement.

Companies doing this right are growing revenues at rates never seen before. Read on to learn the secrets to how they're leveraging modern Sales Engagement." --From the Preface

From the leaders at Outreach--the company that boasts the leading Sales Engagement software--comes an essential guide for adopting the proven strategies and tactics of Sales Engagement. The authors explore the 7 major pain points in business, and show how Sales Engagement can solve these challenges. The Sales Engagement strategies presented within help organizations meet the needs and demands of today's smart buyers by providing a detailed and actionable game plan to humanize an organization's sales process through data, science, and the new art of sales. Sales Engagement contains perspectives from the savviest revenue-acceleration-focused thought leaders, customers, partners, practitioners, and executives that represent a vast array of companies of various sizes and industries.

Preface ix

Who This Book Is For xix

Part 1 Sales Engagement: Why It's So Important 1

Chapter 1: The State of Modern Sales 3

Chapter 2: How Sales Engagement Solves Seven Major Business Pain Points 11

Part 2 Diving Deeper: Essential Elements of a Strong Sales Engagement Strategy 17

Chapter 3: Humanizing Sales with Personas, Personalization, and Relevance 19

Chapter 4: The Future Is Omnichannel and That Future Is Now 49

Chapter 5: Why A/B Testing Is Mission-critical to Any Sales Org 63

Chapter 6: Achieving Revenue Efficiency: Metrics to Measure in a Modern Sales Org 87

Chapter 7: The Key to Ramping New Reps Faster 97

Chapter 8: Account-based Sales Strategies for the Modern Seller 115

Chapter 9: How to Align Modern Sales, Success, and Marketing with Sales Engagement 127

Part 3 Future Proofing: Where Sales Engagement Fits and What's Next 143

Chapter 10: Building a Modern Sales Tech Stack 145

Chapter 11: Predicting What's Next in Sales 169

Summary 181

Glossary 185

Acknowledgments 189

Bonus Content! 193

About the Authors 195

Index 199
MANNY MEDINA co-founded Outreach, the industry's leading Sales Engagement software. He is a model of vulnerable and transparent leadership, from his heartfelt weekly email, "From the CEO's Desk," to the traditional Friday get-together Boot, where the whole company shares their shout-outs and highs/lows of the week.

MAX ALTSCHULER is the Vice President of Marketing at Outreach, and the CEO of Sales Hacker. He started Sales Hacker in 2013, and built it up to a 100,000+ member community for B2B sales professionals. In 2018, Sales Hacker was acquired by Outreach, and Max became the Vice President of Marketing.

MARK KOSOGLOW was the first employee at Outreach, and now serves as the Vice President of Sales. Mark joined Outreach in 2014 as a 100% commissioned contractor, with a personal mission of helping more sales professionals win.