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The Street Savvy Sales Leader

Author: Mark Welch
Publisher: La Vergne : Figure 1 Publishing, 2018.
Edition/Format:   eBook : Document : EnglishView all editions and formats
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Welch, Mark
The Street Savvy Sales Leader
La Vergne : Figure 1 Publishing,c2018
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Mark Welch
ISBN: 9781773270456 1773270451
OCLC Number: 1082980044
Notes: Description based upon print version of record.
9: Sales Methodology: Creating and Delivering Your Story
Description: 1 online resource (260 p.)
Contents: Intro; List of Figures and Tables; Foreword by Tara Talbot; Introduction: Why I Wrote This Book; Part 1: The Sales Leadership Imperative; 1: Challenges Facing the Sales Organization; The Top-Three Challenges in Selling Today; Buyers Have Power in Knowledge; Salespeople Have Fewer Weapons to Differentiate Themselves; Sales Rep Overload; Creating a Best-in-Class Sales Team; A Seat at the Table; Street-Savvy Summary; 2: What Is a Best-in-Class Sales Organization?; Laying the Foundation; The Role of the Organization; Case Study: A Classic Example of Bad Management; The Productivity Journey The Sales Leadership ImperativeSales Productivity Is a Journey, Not a Destination; The Marketing-Sales Dynamic; Defining and Measuring Sales Productivity; The Sales Organization Imperative; Part 2: The 10 Imperatives; 3: How to Recruit and Keep the Best Talent; Considerations in the Hiring Process; What Specifically Are You Looking For?; Key Attributes of Top Performers; Case Study: Choosing Five Key Attributes; How to Interview for Results; Reference Checking: Simple yet Impactful; Leadership Competencies to Hire For; Do You Promote or Go Outside?; The High Cost of Churn Key Questions to AskKey Takeaways and Priority Actions; 4: Effective Onboarding and Talent Management for Accelerated ROI; The Onboarding Process; Sales Skills Training; Developing a Transition Plan; Example of a Sales Manager's Transition Plan for the First 90 Days; Key Questions to Ask; Key Takeaways and Priority Actions; 5: Breaking Down the Sales Process: From Prospecting to Closing a Deal; Benefits of a Standardized Sales Process; The Purchase Decision: More Complex than Ever; Stages of the Sales Process; First Stage of the Sales Process; The Qualified Lead; Needs Analysis Proposal or Presentation/​Offer/​DemonstrationCase Study: My Humble Opinion on RFPs; Negotiation/​Ongoing Objection Handling; Contract Signing or Closed Deal; Key Questions to Ask; Key Takeaways and Priority Actions; 6: The Sales Funnel and Account Planning; The Role of Forecasting; Strategic Account Planning; Case Study: The Account Planning Process Is an Inclusive One; The Role of Executive Sponsorship; Key Questions to Ask; Key Takeaways and Priority Actions; 7: The Science of Selling: Sales Management Reporting, Metrics and Analytics; Where to Build Your Focus; Sales: Science or Art? Case Study: Prospecting through Cold-CallingThe Lead Generation Challenge; Sales Funnel Data; Sales Productivity Metrics; Key Questions to Ask; Key Takeaways and Priority Actions; 8: Sales Planning: The Key to Execution; Sample Company Sales Plan; Territory and Account Assignments; Segmenting the Sales Structure; The Role of Inside Sales; Territory Sales Structure; Case Study: Defined Territories; Vertical Market Sales Structure; Complex and Widely Dispersed Sales Model; Case Study: The Role of Specialist Teams; Individual Sales Plans; Key Questions to Ask; Key Takeaways and Priority Actions

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