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.
Table of Contents
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
