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      The sales acceleration formula : using data, technology, and inbound selling to go from

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      https://www.riss.kr/link?id=M13789071

      • 저자
      • 발행사항

        Hoboken, New Jersey : John Wiley & Sons, Inc., 2015

      • 발행연도

        2015

      • 작성언어

        영어

      • 주제어
      • DDC

        658.8/1 판사항(23)

      • ISBN

        9781119047070 (hardback)

      • 자료형태

        일반단행본

      • 발행국(도시)

        New Jersey

      • 서명/저자사항

        The sales acceleration formula : using data, technology, and inbound selling to go from $0 to $100 million / Mark Roberge.

      • 형태사항

        xix, 203 p. : ill., charts ; 24 cm.

      • 일반주기명

        Includes index.
        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 .

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      목차 (Table of Contents)

      • 자료제공 : yes24
      • 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 Sale
      • 자료제공 : yes24
      • 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 Sale
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      The Sales Acceleration Formula

      		 판매중 50,280원 41,220원 (18%)

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      		 2,070포인트 (5%)
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      자료제공 : NAVER

      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 sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team.

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