Table of Contents
PART ONE: The New Normal: Managing the Sales 2.0 Ecosystem
CHAPTER 1
- Customer 2.0 is Mad as Hell: Understanding the New Independent Buyer
- Meet the New Customer 2.0
- Decoding Customer 2.0
- The Team Meeting: Take Two
- Management Tips
CHAPTER 2
- Talent 2.0: Why Millennials Make a Winning Team of Disruptive Inside Sales
- Meet Talent 2.0
- Decoding Talent 2.0
- The Kickoff Meeting: Take Two
- Management Tips
CHAPTER 3
- Tool Power 2.0: Sales 2.0 at Work
- The Power of Tools
- Tool Fuel Powers the Entire Sales Cycle
- How Tools Help Make Sales
- Tools: Take Two
- Management Tips
CHAPTER 4
- Prospecting 2.0: Inside Sales Superheroes in Action
- Building an Intelligent Prospecting 2.0 Strategy
- Outbound Call Campaigns and Blitzing
- Lead Generation and Nurturing
- Sales Skills Alignment
- Managing Your Team for Prospecting 2.0
- Prospecting Superheroes: Take Two
- Management Tips
PART TWO: The Compassionate Manager 2.0: Your Playbook for Building an Effective Hiring, Training, and Coaching Ecosystem
CHAPTER 5
- Hiring Superheroes: The Talent Building Blocks of an Inside Sales Organization
- Meeting the New Customer 2.0
- Decoding Customer 2.0
- The Team Meeting: Take Two
- Management Tips
CHAPTER 6
- Training the Talent: Making Training Stick and Giving it Legs
- Why Training is Low on the Priority List
- Building a Sustainable Infrastructure
- Determining the Appropriate Sales Training Curriculum for Your Team
- Choosing a Vendor Whose Primary Service Offering is Inside Sales Training
- Selecting a Vendor That Incorporates the Sales 2.0 Ecosystem into Training
- Why Managers Need to Attend Team Trainings
- The Training Session: Take Two
- Management Tips
CHAPTER 7
- Ready, Set, Coach! Building an Integrated Coaching Program
- Structuring an Integrated Coaching Program
- Creating a Trust-Based Coaching Culture
- Gathering Call Recordings
- Calibrating Calls
- Compassionate Coaching Three Ways: In-Cube, Group, and Remote
- Who Gets Coaching: Stack-Ranking Your Team
- Ready, Set… Build Your Coaching Plan
- The Coaching Dilemma: Take Two
CHAPTER 8
- You’re the Coach
- Your Team in the Four Zones of Listening and Learning
- Coaching in the Four Zones
- Poorly Delivered Feedback Does Not Get Heard
- Coaching the Classic Inside Sales Personalities
- Coaching Feedback: Take Two
- Management Tips
CHAPTER 9
- Metrics 2.0: Call Activity Gets a Makeover
- When Sales Metrics Go Bad
- A Metrics Makeover for the New Normal
- All-Hands Team Meeting: Take Two
- Management Tips
PART THREE: Motivate Fast! Smart Sales Manager 2.0
CHAPTER 10
- Flex Your Influence! Smart Strategies for Team Meetings
- Start Strong, Stay Strong
- Use the WHOLE Meeting Space
- Watch Your Body Language
- Let Your Tone Set the Mood
- Make It All About the Meeting Agenda
- Create Cohesive Team Dynamics
- Ask Compelling Questions
- Listen from the Observation Deck
- Set Late Penalties That Sting
- Invite Compelling Speakers
- Close with Energy
- Management Tips
CHAPTER 11
- Total Transparency: Smart Strategies for 1:1 Forecase Reviews
- Managers Strive for Total Forecast Accuracy
- Conduct a Pipeline Inspection Based on the TeleSmart 10 Skills
- Are You Feeling the Siri Effect?
- Management Tips
CHAPTER 12
- Contests, Spiffs, and Texts: Smart Strategies for Motivational Makeovers
- What Drives Motivation
- What Motivates Your A-B-C Performers?
- Designing Contests and Spliffs
- Motivational Texting 1-2-3
- Team Outings
- Spreading the Word = Public Displays of Fun
- Management Tips
CHAPTER 13
- Touch Talks: Smart Strategies for Low Performers, Problem Personalities, and Interventions
- Tough Talks with Low Performers
- Interventions for Problem Personalities
- Put Problem Salespeople on a Performance Improvement Plan
- Who Stays and Who Goes?
- Management Tips