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Imperial Library
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Index
Copyright Page
Dedication.
Foreword
Introduction
PART 1: STRATEGY
Chapter 1- Selling in the 21st Century
Chapter 2 - Consider the Five Whys
Chapter 3 - Let Requirements Guide Your Model
Chapter 4 - Build a Solid Foundation
PART 2: SPECIALIZATION
Chapter 5 - Go Allbound for Pipeline
Chapter 6 - Sell to Everyone; Close No One
Chapter 7 - Specialize to Accelerate
Chapter 8 - Consider the Research Role
Chapter 9 - Follow the Early Adopters
PART 3: RECRUITING
Chapter 10 - Hire with Urgency
Chapter 11 - Spot Qualities of Qualified Candidates
Chapter 12 - Write Job Descriptions, Not Sleep Prescriptions
Chapter 13 - Compensate at Market Rate
Chapter 14 - Build Attractive Compensation Plans
Chapter 15 - Source Candidates Effectively
Chapter 16 - Glassdoor Like a Pro
Chapter 17 - Treat Hiring Like a Sales Process
PART 4: RETENTION
Chapter 18 - lead Your People
Chapter 19 - Prioritize Coaching
Chapter 20 - Coach to Improve
Chapter 21 - Develop to Grow
Chapter 22 - Build Career Paths
PART 5: EXECUTION
Chapter 23 - Master Blocking & Tackling
Chapter 24 - Onboard by a Process, Not an Event
Chapter 25 - Create Compelling Conversations
Chapter 26 - Architect Your Outreach
Chapter 27 - Normalize Your Cadence
Chapter 28 - Instill a Love of Voicemail
Chapter 29 - Engage with Email
PART 6: LEADERSHIP
Chapter 30 - Choose the Right Captain
Chapter 31 - Equip the Team
Chapter 32 - Set Appropriate Quotas
Chapter 33 - Build Your Process
Chapter 34 – Perfect the Handoff
Chapter 35 - Measure What Matters
Chapter 36 - Manage with Meaningful Metrics
Chapter 37 - Enable with Technologies
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