Efnisyfirlit

• Contents
• 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
      • Step 1: Set Up a Role-Playing Exercise That Models Your Buyer Context
      • Step 2: Evaluate the Candidate's Ability to Self-Diagnose
      • Step 3: Evaluate the Candidate's Ability to Absorb and Apply Coaching
    • 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
      • Step 1: Leverage the Search Capability within LinkedIn to Source a List of Qualified Candidates
      • Step 2: Screen the Search Results Using the Details in the Candidate's LinkedIn Profile
      • Step 3: Engage with the Prescreened Candidates
    • 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 Qualifyi
    • 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
      • Effective Time Management
      • The Manager as a Glorified Salesperson
      • Giving Up on a Salesperson Too Early
• 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
      • The Most Common Mistake: Don't Pass All the Leads to Sales
      • Avoid the Lead Scoring Trap
      • Use the Buyer Matrix to Determine When to Pass Leads to Sales
      • Become a Buyer Matrix Expert through Microsegmentation
    • Sales' Role in Converting Interest into Revenue
      • Scrap the Elevator Pitch-Lead with Context
      • Call Low, Then Call High
      • Prioritize Prospecting by Level of Engagement, Not Alphabetical Order
      • Specialize Sales by Inbound versus Outbound
  • 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?
• Index
• End User License Agreement

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