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Index
Cover
Title Page
Copyright
Foreword
Acknowledgments
Introduction
Part I: The Sales Hiring Formula
Chapter 1: Uncovering the Characteristics of a Successful Salesperson
Chapter 2: Five Traits Great Salespeople Have and How to Interview for Them
Coachability
Curiosity
Prior Success
Intelligence
Work Ethic
Chapter 3: Finding Top-Performing Salespeople
Build a Recruiting Agency within Your Company
Find Quality Passive Sales Candidates on LinkedIn
Find Quality Passive Sales Candidates through Your Team: The “Forced Referral”
Understand the Sales Talent Pool in Your Area
Chapter 4: The Ideal First Sales Hire
Part II: The Sales Training Formula
Chapter 5: Setting Up a Predictable Sales Training Program
Defining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix
Create a Training Curriculum around the Sales Methodology
Adding Predictability to the Sales Training Formula
Constant Iteration on the Sales Process
Chapter 6: Manufacturing Helpful Salespeople Your Buyers Trust
Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers
Enable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media
Part III: The Sales Management Formula
Chapter 7: Metrics-Driven Sales Coaching
Implementing a Coaching Culture throughout the Organization
Creating the Coaching Plan Together with the Salesperson
Examples of Metrics-Driven Skill Diagnosis and Coaching Plans
“Peeling Back the Onion”
Measure the Coaching Success
Chapter 8: Motivation through Sales Compensation Plans and Contests
Criteria to Evaluate a New Commission Plan
Involve the Sales Team in Compensation Plan Design
Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments
Using Sales Contests to Motivate the Team
The Best Contest I Ever Ran
Chapter 9: Developing Sales Leaders—Advantages of a “Promote from Within” Culture
Prerequisites for Leadership Consideration
From the Classroom to the Real World
Common Potholes from New Sales Managers
Part IV: The Demand Generation Formula
Chapter 10: Flip the Demand Generation Formula—Get Buyers to Find You
How Can Your Business Rank at the Top of Google?
This Does Not Happen Overnight
Create a Content Production Process
Complement Content Production with Social Media Participation
Long-Tail Theory
Chapter 11: Converting Inbound Interest into Revenue
Marketing's Role in Converting Interest into Revenue
Sales' Role in Converting Interest into Revenue
Chapter 12: Aligning Sales and Marketing—The SMarketing SLA
The Marketing Service Level Agreement (SLA)
The Sales Service Level Agreement (SLA)
Part V: Technology and Experimentation
Chapter 13: Technology to Sell Better, Faster
Accelerate Lead Sourcing with Technology
Accelerate Sales Prospecting with Technology
Accelerate Lead Engagement with Technology
Automated Reporting with Technology
Chapter 14: Running Successful Sales Experiments
Generating Ideas for Experiments
Best Practices of Experiment Execution
Chapter 15: HubSpot's Most Successful Sales Experiments
The HubSpot Value Added Reseller (VAR) Program
GPCT
Chapter 16: Conclusion: Where Do We Go from Here?
All of the Proceeds of This Book Will Be Donated to BUILD-Boston
Index
End User License Agreement
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