The street savvy sales leader / Mark Welch.

Format:

Book

Author/Creator:

Welch, Mark, author.

Language:

English

Subjects (All):

Sales.

Marketing.

Business.

Physical Description:

1 online resource (337 pages) : illustrations

Edition:

1st ed.

Place of Publication:

Vancouver : Figure 1, [2018]

Summary:

You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse, and busier than ever. As a result, making your numbers is tougher and more challenging than ever.You're trying to figure out how to get the attention of new customers and to add value along the sales process to close business. And you're coping with a potentially underperforming and unengaged sales team, despite investments in sales resources, such as training and technology, marketing content, CRM, and other tools to increase sales effectiveness. But you, like other sales leaders you talk with, are not getting the payoff from these investments. You see the data:* Businesses are spending more on training, but there is little correlation to ROI (ATD, 2015)* Without follow-up and coaching/mentoring, salespeople fail to retain 80% to 90% of what they learned in training within a month (Sales Alliance, 2014)* CRM holds a

Contents:

Cover

Title Page

Copyright

Contents

Foreword

Introduction: Why I Wrote This Book

Part 1: The Sales Leadership Imperative

Chapter 1: Challenges Facing the Sales Organization

Chapter 2: What is a Best-in-class Sales Organization?

Part 2: The 10 Imperatives

Chapter 3: How to Recruit and Keep the Best Talent

Chapter 4: Effective Onboarding and Talent Management for Accelerated Roi

Chapter 5: Breaking Down the Sales Process: From Prospecting to Closing a Deal

Chapter 6: The Sales Funnel and Account Planning

Chapter 7: The Science of Selling: Sales Management Reporting, Metrics and Analytics

Chapter 8: Sales Planning: The Key to Execution

Chapter 9: Sales Methodology: Creating and Delivering Your Story

Chapter 10: Sales Coaching: We All Need a Coach

Chapter 11: Sales Compensation: Reward and Recognition

Part 3: Change, Culture and the Future of Sales

Chapter 12: Change is Here to Stay- Caplitalize on it

Chapter 13: Sales Culture: the Glue That Binds

Afterword: My Closing Advice

Appendix: The Hallmarks of Top Sales Professionals

Acknowledgments

Notes

Index

About the Author.

Notes:

Includes bibliographical references and index.

Description based on online resource; title from PDF title page (ebrary, viewed September 18, 2018).

ISBN:

1-77327-046-X