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Sales Engagement
How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale
Manny Medina (Author), Max Altschuler (Author), Mark Kosoglow (Author)
9781119584346, Wiley
Hardback, published 12 April 2019
240 pages
23.1 x 15.5 x 2.8 cm, 0.408 kg
Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.
Preface ix Who This Book Is For xix Part 1 Sales Engagement: Why It’s So Important 1 Chapter 1: The State of Modern Sales 3 Chapter 2: How Sales Engagement Solves Seven Major Business Pain Points 11 Part 2 Diving Deeper: Essential Elements of a Strong Sales Engagement Strategy 17 Chapter 3: Humanizing Sales with Personas, Personalization, and Relevance 19 Chapter 4: The Future Is Omnichannel and That Future Is Now 49 Chapter 5: Why A/B Testing Is Mission-critical to Any Sales Org 63 Chapter 6: Achieving Revenue Efficiency: Metrics to Measure in a Modern Sales Org 87 Chapter 7: The Key to Ramping New Reps Faster 97 Chapter 8: Account-based Sales Strategies for the Modern Seller 115 Chapter 9: How to Align Modern Sales, Success, and Marketing with Sales Engagement 127 Part 3 Future Proofing: Where Sales Engagement Fits and What’s Next 143 Chapter 10: Building a Modern Sales Tech Stack 145 Chapter 11: Predicting What’s Next in Sales 169 Summary 181 Glossary 185 Acknowledgments 189 Bonus Content! 193 About the Authors 195 Index 199
Subject Areas: Business & management [KJ]
