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Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team Hardcover – 1 Jun 2013


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.."."Smart Sales Manager" is like having your own personal coach.... very informative book focused on managing an inside sales team." "--Portland Book Review"

From the Back Cover

Advance Praise for Smart Sales Manager:

“If you want the smartest, most useful, get-to-the-point advice about managing inside sales in today’s crazy-making marketplace, you need Smart Sales Manager. Josiane Feigon’s vast experience in the sales trenches, combined with her no-nonsense solutions, make this book not just a “must-read” but a “must-do.”

Lynne Lancaster, Founder, BridgeWorks

“Everyone on my inside sales team already has a copy of Josiane Feigon’s Smart Selling on the Phone and Online in their workspace. As we onboard new managers or promote my senior team members, I will be handing them a copy of Smart Sales Manager with their offer letter. The book will bring them up to speed on management techniques that work in Sales 2.0, and make them effective coaches and sales leaders.”

Ed Rodriguez, Managing Director of Inside, SMB and Renewal Sales, Citrix Systems, Americas

“Smart Sales Manager is a practical, savvy playbook that helps managers get up to speed fast on leading inside sales teams to success in today’s social-mobile-video totally wired Sales 2.0 world.”

— Jill Konrath, author of SNAP Selling and Selling to Big Companies

“Today’s Customer 2.0 buyers demand to be sold to in an entirely new way. Smart Sales Manager is an essential guide for any company looking to embrace these modern selling strategies and technologies. It’s indispensable reading for anyone who builds or manages inside sales teams.”

— Jon Miller, VP Marketing and Co-Founder, Marketo

“The pressure for managers to produce is crushing, but guidance is minimal to none. Until now, Smart Sales Manager helps managers get up to speed fast on leading inside sales teams to success in the ‘New Normal’ sales world.”

Trish Bertuzzi, President and Chief Strategist, The Bridge Group, Inc.

Smart Sales Manager taps a critical need in the fastest-growing segment of all of sales and marketing. This great book helps sales managers build out an entire playbook for a high-velocity sales team. And best of all, Josiane Feigon has her finger on the pulse of how technology and ‘Tool Power 2.0’ is driving the growth of the inside sales space.”

Ken Krogue, President and Founder of Inside Sales.com

“Contrary to popular belief, the term ‘smart sales manager’ is not an oxymoron, but rather a prescription for success, as Josiane Feigon proves in this helpful and informative book.”

Geoffrey James, columnist, Inc.com


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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 27 reviews
3 of 3 people found the following review helpful
Inside sales is where its at and this book is all about inside sales 26 Nov. 2013
By Daniel B. Beaulieu - Published on Amazon.com
Format: Kindle Edition Verified Purchase
I love this book because I love insides sales teams. I consider them the actual backbone of any company. These people are the face of the company, the front lines. Sorry outsides sales professionals I think that these people are in the end more important to the success of the company than you guys are.
In many companies these are the guys who get things moving, these are the people who do the prospecting and lead generation, the cold-calling and the closing, these are the ones who get things done. These are the people who get out there and create something out of nothing. These people are the ones who develop the business and find the customers and then most of the time they are the ones who are in charge of the care and feeding of those customers. Do I make myself clear? I love inside sales people.
And this fine book by Ms. Feignon gives me everything I need to help me work and manage my inside sales team to success.
Let’s jump right into this “Seeing the potential for brilliance in your people is where good coaching starts…” Yes it does.
Chapter 4 is all about prospecting. We all know how much fun that can be. The only thing more challenging than prospecting is getting your people excited about prospecting. Chapter 4 has one of the clearest and well-defined descriptions of what prospecting is. What it involves and the right way to do it to be successful. From lead generation to cold calls to the day my day progress planning this book provides all that you need to take your team through a strategic lead generation system. If you are too cheap to buy the book then find it in your bookstore and read Chapter 4 you owe it to yourself.
The book ends with to handle those toughest of jobs dealing with low performers. The author prepares you for handling those hard talks with tips like make sure making sure you know what you’re talking about before you have the talk, make sure you have all of the facts right and most importantly know what message you have to deliver and then deliver it making sure you stay on message.
Look there are all kinds of books on how to handle those outside sales but very few good ones on how to handle your inside sales people, well this is one of them and it’s a good one. Oh and by the way don’t let the sub-title fool you, I have found that information in this book when applied correctly apply to outside sales people just as well as inside sales people, because in the end it’s really a great book about sales.
2 of 2 people found the following review helpful
No nonsense strategies DEMYSTIFIED! 7 July 2013
By S. Diana Hersh - Published on Amazon.com
Format: Hardcover
If you are an inside sales manager who is stepping out of a career as a successful rep to lead a young, eager team, or you just inherited a new team from a recent acquisition, Smart Sales Manager is your on-the-job leadership training guide. You'll learn the new rules for managing the Sales 2.0 Ecosystem: everything from everyday management basics to selling to hiring (and firing), motivating with fun, training, coaching, the new metrics . . . all the skills it takes to create an effective inside sales team and lead it to success. You'll find easy reference to the latest trends and the practical, tactical strategies, skills, and guidance you need to run a high-performance inside sales team and to carry your organization to the next level of excellence.
Easy and Relevant Read from which All Sales Managers Can Benefit 30 July 2013
By Mark Hunter - Published on Amazon.com
Format: Hardcover
What I loved most about this book is that right from the start, it is incredibly easy to relate to what Josiane Feigon writes. Her awareness of the unique challenges that today's sales managers face is spot on. She gets it, and I have no doubt that any sales manager who picks up this book will identify with her perspectives.

Additionally, the book is overflowing with specific insights and tips. Even if a sales manager applied only some of her suggestions, they would be on their way to a much more satisfying and successful experience with their team.

The "Smart Sales Manager" is relevant and profound, and I recommend you grab a copy of it sooner rather than later.
A Must Read for Sales Leaders! 5 Aug. 2013
By Casey Corrigan - Published on Amazon.com
Format: Hardcover
As an inside sales manager, I find very few books that speak directly and accurately to the needs and opportunities of my role. Smart Sales Manager is one of them, and the best I've seen. Fully relevant, fun to read, easy to understand yet substantive, and actionable. If you're like me, as you read this book, you'll find yourself nodding your head to questions and issues you come across on a regular basis as a sales manager, with Josiane's insightful guidance to improve. Smart Sales Manager answers many questions held by those in our profession and is certain to provoke a common response: this is exactly the kind of sales management playbook I've been looking for!
Josiane's Management Magic! 29 July 2013
By sharon marks - Published on Amazon.com
Format: Hardcover
Whether a "newbie" at sales management or an experienced professional, Josiane Feigon's book, Smart Sales Manager, is a how-to book of the best kind! It shows practical, concrete ways to smoothly transition into the manager role, as it offers fresh and innovative ideas regarding hiring, motivating, retaining and leading a truly Millennial team.

As Ms Feigon so articulately points out to the reader, the world of sales: social, virtual and mobile, is changing at an incredibly rapid pace and the relevant and tactical skills she shares are invaluable. I highly recommend this book !

Sharon Marks, Pres.
TOP MARKS CONSULTANTS
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