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Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

The Art of Modern Sales Management

Chapter 11: Social Media Marketing for Sales Managers
Renie McClay, Glenn Raines | February 03, 2014 | Book Chapter

Learn about some of the basic principles, tactics, and technology platforms you can use immediately to effectively manage a social media marketing effort within your own sales organization.

The Art of Modern Sales Management

Chapter 09: The Hiring Dilemma—Advice for Sales Leaders
Renie McClay, Joseph D. Anzalone | February 03, 2014 | Book Chapter

"If you have the wrong people on the bus, nothing else matters. You may be headed in the right direction, but you still won’t achieve greatness. Great vision with mediocre people still produces mediocre results."

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

The Art of Modern Sales Management

Chapter 05: Selling Across Cultures
Renie McClay, Anup Soans | February 03, 2014 | Book Chapter

Wearing another’s lens or walking the proverbial mile in another’s shoes will cause some discomfort at first, but those who master the process stand to reap huge gains. Some businesses learn this the hard way

Premeditated Selling

Chapter 08: Developing a Sales Coaching Strategy
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

Successful strategic sales coaching requires consistency and accountability. If you elect to adopt a consistent strategic opportunity planning process, you must hold your team accountable for following that process.

Premeditated Selling

Chapter 07: Pipeline Management
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

This chapter provides some tools and techniques for improving your pipeline management process by helping you see the importance of building critical milestones into each stage.

Sales Training Basics

Chapter 09: Making Sales Training Stick with Coaching
Tim Ohai | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: what sales coaching is, how to make your sales training stick through coaching, how to help managers become great coaches, strategies for sales coaching, when coaching is not appropriate.

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