How The World's Fastest Growing Companies Are Modernizing Sales Through Humanization
1. Auflage März 2019
240 Seiten, Hardcover
Wiley & Sons Ltd
Preis: 22,90 €
Preis inkl. MwSt, zzgl. Versand
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.
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
Bonus Content! 193
About the Authors 195
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.