The sales acceleration formula using data, technology, and inbound selling to go from $0 to $100 million
"Use data, technology, and inbound selling to build a remarkable team and accelerate salesThe Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2015.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009623533906719 |
Tabla de Contenidos:
- Machine generated contents note: Acknowledgements Introduction Part #1: The Sales Hiring Formula Chapter 1: Uncovering the characteristics of a successful salesperson Chapter 2: Five traits great salespeople have and how to interview for them Coach-ability Curiosity Prior Success Intelligence Work Ethic Chapter 3: Finding top performing salespeople Build a Recruiting Agency within Your Company Find Quality Passive Sales Candidates in LinkedIn Find Quality Passive Sales Candidates through Your Team: The "Forced Referral" Understand the Sales Talent Pool in your Area Chapter 4: The Ideal FIRST Sales Hire Part #2: The Sales Training Formula Chapter 5: Setting up a predictable sales training program Defining the 3 Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix Create a Training Curriculum around the Sales Methodology Adding Predictability to the Sales Training Formula Constant Iteration on the Sales Process Chapter 6: Manufacturing helpful salespeople your buyers trust Part #3: The Sales Management Formula Chapter 7: Metrics-driven sales coaching Implementing a Coaching Culture throughout the Organization Creating the Coaching Plan Together with the Salesperson Examples of Metrics-Driven Skill Diagnosis and Coaching Plans "Peeling Back the Onion" Measure the Coaching Success Chapter 8: Motivation through sales compensation plans and contests Criteria to Evaluate a New Commission Plan Involve the Sales Team in Compensation Plan Design Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments Using Sales Contests to Motivate the Team The Best Contest I Ever Ran Chapter 9: Developing sales leaders - Advantages of a "promote from within" culture Pre-requisites for Leadership Consideration From the Classroom to the Real World Common Potholes from New Sales Managers Part #4: The Demand Generation Formula Chapter 10: Flip the demand generation formula - Get buyers to find YOU How Can Your Business Rank at the Top of Google? This Does Not Happen Overnight Create a Content Production Process Complement Content Production with Social Media Participation Long-Tail Theory Chapter 11: Turning inbound interest into revenue Marketing's Role in Converting Interest into Revenue Sales' Role in Converting Interest into Revenue Chapter 12: Aligning sales and marketing - The SMarketing SLA The Marketing Service Level Agreement (SLA) The Sales Service Level Agreement (SLA) Part 5: Technology and Experimentation Chapter 13: Technology to sell better, faster Accelerate Lead Sourcing with Technology Accelerate Sales Prospecting with Technology Accelerate Lead Engagement with Technology Automated Reporting with Technology Chapter 14: Running successful sales experiments Generating Ideas for Experiments Best Practices of Experiment Execution Chapter 15: HubSpot's most successful sales experiments The HubSpot Value Added Reseller (VAR) Program GPCT .
