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Index
Contents
Foreword by Jeffrey Hayzlett
Introduction: Old-School Management Doesn’t Work!
1. Breaking Through Their Mindset
2. Getting Them to Buy In
3. Convincing Them They Don’t Need Approval for Everything
4. Training, Training, Training!
5. Inspiring Team Spirit and Unity
6. Assigning Sales Mentors
7. Conveying Their Targets
8. Guiding Them on Prospecting
9. Broadening Their Sales Community
10. Applying the Right Pressure While Appreciating Their Work/Life Balance
11. Leading by Example
12. Teaching Without Preaching
13. Conducting Team Meetings
14. Communicating on a Regular Basis
15. Giving Them the Tools to Overcome Sales Objections
16. Keeping Them Fired Up and Aggressive
17. Recognizing That They Know Way More About Technology Than You
18. Shielding Them from What May Challenge Their Values
19. Helping Them Make a Good Impression
20. Creating a Fun, Interactive, and Meaningful Work Environment
21. Coaxing Them to Do Stuff They Don’t Want to Do
22. Showing Them How to Make a Difference to Their Customers
23. Encouraging Them to Make Deals and Close FAST
24. Ensuring That They Feel Appreciated, Respected, and Valued
25. Providing New Opportunities and Future Challenges
Conclusion
References
Index
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