Inbound Selling
Inbound Selling
How to Change the Way You Sell to Match How People Buy
Signorelli, Brian
John Wiley & Sons Inc
04/2018
288
Dura
Inglês
9781119473411
15 a 20 dias
Descrição não disponível.
Acknowledgments xi Foreword xiii On the History of Sales through the Salesperson's Eyes, by Dan Tyre xiii On the Current State of Sales and What the Decades Ahead May Hold, by Mark Roberge xviii Preface xxiii Introduction xxv An Interview with Brian Halligan xxvi Part 1 The "Why?" Behind Inbound Sales Chapter 1 I Was Never Supposed to Be in Sales 3 Chapter 2 Why Inbound Sales Matters 23 Part 2 How to be an Inbound Seller: A Playbook for the Front-Line Sales Rep Chapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37 Chapter 4 Connect: How to Engage Active-and Not So Active-Buyers 63 Chapter 5 Explore: How to Properly Explore a Buyer's Goals and Challenges 75 Chapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91 Chapter 7 Closing and Negotiating 109 Part 3 How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager Chapter 8 The First-Time Sales Rep-to-Manager Survival Guide 125 Chapter 9 Reflections on Sales Leadership 147 Part 4 What Inbound Selling Means Across the Executive Suite Chapter 10 Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization 177 Part 5 The Future of Sales and the Sales Profession Chapter 11 The Future of Sales: An Epilogue 215 by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice Notes 233 Index 239
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Acknowledgments xi Foreword xiii On the History of Sales through the Salesperson's Eyes, by Dan Tyre xiii On the Current State of Sales and What the Decades Ahead May Hold, by Mark Roberge xviii Preface xxiii Introduction xxv An Interview with Brian Halligan xxvi Part 1 The "Why?" Behind Inbound Sales Chapter 1 I Was Never Supposed to Be in Sales 3 Chapter 2 Why Inbound Sales Matters 23 Part 2 How to be an Inbound Seller: A Playbook for the Front-Line Sales Rep Chapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37 Chapter 4 Connect: How to Engage Active-and Not So Active-Buyers 63 Chapter 5 Explore: How to Properly Explore a Buyer's Goals and Challenges 75 Chapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91 Chapter 7 Closing and Negotiating 109 Part 3 How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager Chapter 8 The First-Time Sales Rep-to-Manager Survival Guide 125 Chapter 9 Reflections on Sales Leadership 147 Part 4 What Inbound Selling Means Across the Executive Suite Chapter 10 Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization 177 Part 5 The Future of Sales and the Sales Profession Chapter 11 The Future of Sales: An Epilogue 215 by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice Notes 233 Index 239
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