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Sales Engagement. How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale. Edition No. 1

  • ID: 5226859
  • Book
  • April 2019
  • Region: Global
  • 240 Pages
  • John Wiley and Sons Ltd

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. 

Note: Product cover images may vary from those shown

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

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Manny Medina
Max Altschuler
Mark Kosoglow
Note: Product cover images may vary from those shown