Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from 0 to 100 Million
form,rather than a science. You can't major in sales in college. Manypeople question whether sales can even be taught. Executives andentrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters thisparadigm. In today's digital world, in which...
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Somerset
Wiley
2015
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| Ausgabe: | 1st ed |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Zusammenfassung: | form,rather than a science. You can't major in sales in college. Manypeople question whether sales can even be taught. Executives andentrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters thisparadigm. In today's digital world, in which every action is loggedand masses of data sit at our fingertips, building a sales team nolonger needs to be an art form. There is a process. Sales can bepredictable. A formula does exist |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Beschreibung: | 1 online resource (227 pages) |
| ISBN: | 9781119047018 9781119047070 |
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Datensatz im Suchindex
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| adam_text | Titel: The sales acceleration formula
Autor: Roberge, Mark
Jahr: 2015
THE SALES
ACCELERATION
FORMULA
Using Data, Technology, and
Inbound Selling to go from
$0 to 0100 Million
MARK ROBERGE
WILEY
Contents
Foreword Neil Rackham ix
Acknowledgments xiii
Introduction xv
PART I The Sales Hiring Formula 1
Chapter 1 Uncovering the Characteristics of a Successful
Salesperson 3
Chapter 2 Five Traits Great Salespeople Have and How to
Interview for Them 11
Coachability 12
Curiosity 16
Prior Success 19
Intelligence 20
Work Ethic 21
Chapter 3 Finding Top-Perfbrming Salespeople 25
Build a Recruiting Agency within Your Company 26
Find Quality Passive Sales Candidates on Linkedln 28
Find Quality Passive Sales Candidates through Your
Team: The Forced Referral 33
Understand the Sales Talent Pool in Your Area 33
v
vi Contents
Chapter 4 The Ideal First Sales Hire 37
PART II The Sales Training Formula 45
Chapter 5 Setting Up a Predictable Sales Training
Program 47
Defining the Three Elements of the Sales Methodology:
The BuyerJoumey, Sales Process, and Qualifying
Matrix 50
Create a Training Curriculum around the Sales
Methodology 53
Adding Predictability to the Sales Training Formula 54
Constant Iteration on the Saks Process 57
Chapter 6 Manufacturing Helpful Salespeople Your
Buyers Trust 59
Train Your Salespeople to Experience the Day-to-Day
Job of Potential Customers 60
Enable Your Salespeople to Build Their Personal
Brand with Potential Customers Using Social
Media 62
PART III The Sales Management Formula 67
Chapter 7 Metrics-Driven Sales Coaching 69
Implementing a Coaching Culture throughout the
Organization 71
Creating the Coaching Plan Together with the
Salesperson 12
Examples of Metrics-Driven Skill Diagnosis and
Coaching Plans 74
Peeling Back the Onion 79
Measure the Coaching Success 80
Contents vii
Chapter 8 Motivation through Sales Compensation Plans
and Contests 83
Criteria to Evaluate a New Commission Plan 88
Involve the Sales Team in Compensation Plan Design 89
Promotion Tiers: Removing the Subjectivity from
Promotions and Compensation Adjustments 90
Using Sales Contests to Motivate the Team 93
The Best Contest I Ever Ran 95
Chapter 9 Developing Sales Leaders--Advantages of a
Promote from Within Culture 97
Prerequisitesfor Leadership Consideration 102
From the Classroom to the Real World 103
Common Potholes from New Sales Managers 104
PART IV The Demand Generation Formula 109
Chapter 10 Flip the Demand Generation Formula--Get
Buyers to Find You 111
How Can Your Business Rank at the Top of Google? 113
This Does Not Happen Overnight 115
Create a Content Production Process 116
Complement Content Production with Social Media
Participation 121
Long-Tail Theory 123
Chapter 11 Converting Inbound Interest into Revenue 127
Marketing s Role in Converting Interest into Revenue 128
Sales Role in Converting Interest into Revenue 137
Chapter 12 Aligning Sales and Marketing--The SMarketing
SLA 149
The Marketing Service Level Agreement (SLA) 151
The Sales Service Level Agreement (SLA) 154
viii Contents
PART V Technology and Experimentation 161
Chapter13 Technology to Seil Better, Faster 163
Accelerate Lead Sourcing with Technology
Accelerate Sales Prospecting with Technology M7
Accelerate Lead Engagement with Technology 170
Automated Reporting with Technology 171
Chapter14 Running Successful Sales Experiments 175
Generating Ideasfor Experiments 176
Best Practices of Experiment Execution 278
Chapter15 HubSpot s Most Successful Sales Experiments 183
The HubSpot Value Added Reseller (VAR) Program
GPCT 386
Chapter16 Conclusion: Where Do We Go from Here? 191
Index 195
|
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| spelling | Roberge, Mark Verfasser aut Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million 1st ed Somerset Wiley 2015 © 2015 1 online resource (227 pages) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources form,rather than a science. You can't major in sales in college. Manypeople question whether sales can even be taught. Executives andentrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters thisparadigm. In today's digital world, in which every action is loggedand masses of data sit at our fingertips, building a sales team nolonger needs to be an art form. There is a process. Sales can bepredictable. A formula does exist Sales management Selling Erscheint auch als Druck-Ausgabe Roberge, Mark Sales Acceleration Formula : Using Data, Technology, and Inbound Selling to go from. to. 00 Million HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029030127&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Roberge, Mark Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million Sales management Selling |
| title | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_auth | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_exact_search | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_full | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_fullStr | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_full_unstemmed | Sales Acceleration Formula Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| title_short | Sales Acceleration Formula |
| title_sort | sales acceleration formula using data technology and inbound selling to go from 0 to 100 million |
| title_sub | Using Data, Technology, and Inbound Selling to go from 0 to 100 Million |
| topic | Sales management Selling |
| topic_facet | Sales management Selling |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029030127&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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