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The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales (English Edition) eBook Kindle


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Número de páginas: 270 páginas Dicas de vocabulário: Habilitado Idioma: Inglês

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Descrições do Produto

Descrição do produto

Raise your hand if your company needs more new customers.

I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.

The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.

1. Strategy offers a framework for aligning your sales development model with your specific market and buyer's journey.

2. Specialization presents stories of new thinking. You'll learn about segmenting your prospect universe, specializing roles, and how it all comes together.

3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.

4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.

5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.

6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There's a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.

As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”

Detalhes do produto

  • Formato: eBook Kindle
  • Tamanho do arquivo: 5295 KB
  • Número de páginas: 270 páginas
  • Quantidade de dispositivos em que é possível ler este eBook ao mesmo tempo: Ilimitado
  • Editora: Moore-Lake; Edição: 1 (14 de janeiro de 2016)
  • Vendido por: Amazon Servicos de Varejo do Brasil Ltda
  • Idioma: Inglês
  • ASIN: B01AOG3N7Q
  • Leitura de texto: Habilitado
  • X-Ray:
  • Dicas de vocabulário: Habilitado
  • Configuração de fonte: Não habilitado
  • Avaliação média: Seja o primeiro a avaliar este item
  • Lista de mais vendidos da Amazon: #8,534 entre os mais vendidos na Loja Kindle (Conheça os 100 mais vendidos na Loja Kindle)

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Amazon.com: 4.8 de 5 estrelas 143 avaliações
Esta avaliação foi considerada útil por 10 de 10 pessoa(s):
5.0 de 5 estrelas Must read for all SDRs and sales leaders 30 de janeiro de 2016
Por Jeremey Donovan - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
I have read scores of sales books and this is easily in the top 5. It is filled with immediately actionable insight rather than same-old, same-old self-promoting fluff). Here are my top 15 take-aways (in order presented in book):
1. A major advantage of building in-house sales development is creating a “farm team” of future account executives
2. Establish organizational agreement around your ideal customer profile (ICP)
3. Put the highest possible emphasis on improving data quality
4. Separate people who source/update data (“lead researchers”) from people who make calls.
5. For hiring, ensure job description leave candidates with sense that this is a place to advance your career by staring with “why work here” rather than “what you will do day-to-day”
6. SDRs expect a learning culture to builds functional and professional skills
7. Establish micro-promotions such as associate SDR (appointment setting) to senior SDR (generating qualified appointments) based on achievement not tenure
8. It takes 3 to 4 months to ramp a new SDR to full productivity
9. Use 3-C pre-call planning by developing a couple bullet points on each of Company, Contact, and Conversation Starter; conversation starter might reference something relevant about industry, role, or company.
10. Voicemails should start with value (not reps name & number), have a strong call to action, last no longer than 40 seconds
11. Prospecting email structure: authentic subject; opening line addressing relevant problem (perhaps framed as provocative question); personalized value prop from prospect’s perspective (I noticed…); call to action (separately try: “How can I get 10 minutes on your calendar to share more?” or link to valuable content)
12. When a lower level contact engages, concurrently or subsequently reach out to a higher-level contact too
13. Do not just promote your best rep since SDR management is a totally different job; figure out who the other reps go to for answers
14. Develop and maintain an “SDR Toolkit”/playbook that includes: (1) information about target markets and prospects (2) processes for inbound lead qualification and outbound prospecting including pre-call planning, etc. (3) Multi-touch, multi-media cadences (4) email and voicemail messaging samples (5) objection handling guidance (6) technology & tools guidance
15. Set goals so that 65% of reps hit quota; make use of ramped quotas for new reps
Esta avaliação foi considerada útil por 12 de 13 pessoa(s):
5.0 de 5 estrelas An absolute "must consume" for anyone in the business of sales - play-by-play advice you can put to work today 18 de janeiro de 2016
Por Chris Beall - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
I do most of my book reading using the Kindle app on my iPhone, and that's where I started with Trish Bertuzzi's "The Sales Development Playbook". Within 5 minutes I switched to reading on my MacBook because I couldn't just read this book - I had to immediately start putting it into action. During the course of today: I copied 67 passages into a Word doc to annotate, read and share later; sent 24 emails to 9 people quoting Trish; documented 7 new product and service ideas (yes, I'm in the business) and laughed out loud too often to count. My favorite: "As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote."

Sales books don't do this to me. This one did - and I'm grateful.

If you are in business, or just want to have a blast and learn a bunch of super-solid, get-it-done stuff about the real world of sales development, The Sales Development Playbook is not just a must read - it is a "must consume". And if you are a CEO, Sales VP or sales development leader, I strongly urge you to do more than read this book. Put Trish's plays into your playbook and get ready to put up some big numbers.
Esta avaliação foi considerada útil por 5 de 5 pessoa(s):
5.0 de 5 estrelas I have enjoyed Trish's blog for quite a while and have always ... 11 de fevereiro de 2016
Por Collin Chlarson - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
I have enjoyed Trish's blog for quite a while and have always found it very useful - in fact I even used one of her reports to get myself a raise. This book was just what I expected. Sales development has exploded in the past five years and there is a lot of stuff out there but so much of it is high level or trying to sell you on the value of sales dev. The Playbook contains lots of practical advice for sales dev as it currently is where buyers are inundated with emails and calls from SDR's. As an SDR leader, I found the advice around how to actually lead the team invaluable. I have already implemented a few of her ideas. This book is both tactical and strategic and I cannot recommend it strongly enough.
Esta avaliação foi considerada útil por 2 de 2 pessoa(s):
5.0 de 5 estrelas Great read - I highly recommend it! 27 de março de 2017
Por Marlon Gallimore - Publicada na Amazon.com
Compra verificada
This is a must read for folks that carry budgetary or first line responsibility for sales development reps (SDRs); which includes both marketing and sales leaders. For those of you that aspire to be successful leaders in this role – this will be your “reference” text.

I have 15+ years of successfully deploying this function and found the book very valuable and plan on referring to it periodically for the foreseeable future. I got a lot of validation of my current knowledge, learned new perspectives on familiar problems, and insight into newer problems that I will likely come across in the future.

I loved the fact that Trish Bertuzzi (the author) did not proclaim her paradigm, in addressing certain challenges, was the best solution out there - but did a solid job of showing examples of where her concepts were applied successfully and cautioned that some modification would be required in your own environment to achieve similar results (credibility!).

Speaking of examples, there were a lot of them and they were communicated with Trish’s dynamic personality and humor (I laughed out loud at least once a chapter)! The book has plenty of comprehensive charts and graphs that do a great job of supporting the entertaining narrative. I also liked the access to supplemental nuggets in the form of links to her website (hence, my earlier “reference” remark).

I highly recommend this book for those of you that want to rapidly deploy a new SDR team or improve the results of your existing one.
Esta avaliação foi considerada útil por 4 de 4 pessoa(s):
5.0 de 5 estrelas I love this book 2 de fevereiro de 2016
Por Greg - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
I love this book. There are so many sales books that are based in theory, or not anchored in reality, or just rehash war stories of 'what' an organization should do, and not 'how'. Trish does a fantastic job, based her extensive experience and expertise, with the 'six elements' model that she presents as a framework, making it easy to understand how to gain sales development success. The book is well structured, easy to read, with simple charts that make it actionable. Kudos Trish, and thank you.
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