book

Sales Engagement

by Manny Medina, Max Altschuler, Mark Kosoglow

March 2019

Intermediate to advanced

240 pages

4h 31m

English

Wiley

Audiobook available

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Common Factors Holding Your Sales Org BackSo How Do You Crack the Success Code?Sales Engagement: The Next Step in the Communication RevolutionHow Difficult Is It to Adopt a Sales Engagement Mindset?Note
Seven Major Business Pain Points Solved by Sales Engagement
Mark’s Take: The Three Main Types of E-mail Customization and the Pros and Cons of EachHyper-personalization Wins Every Time, Right? Wrong.The Number One Technique I Do Not Recommend Is Choosing More Than One TechniqueAccount Sourcing: How We Do It at OutreachJason’s Take: The Biggest Myth About AutomationAutomate, When to Send, and Why It Pays to Work WeekendsContinuous ImprovementBeware of Demographic-based PersonasImplementing Persona Research in the Sales ProcessJen’s Take: Appending Psychology with TechnologyMax’s Take: Relevance Is KeyNotes
Sequences: The New Secret WeaponThe Outreach Sales Process for Balancing E-mail Quality and QuantityNotes

The Case for A/B Testing: Bing, a Few Lines of Code, and a $100 Million Annual Increase in RevenueDesperately Seeking Data: Why the Traditional Sales Playbook Is Fundamentally FlawedA/B Testing: The Critical Ingredient for a Modern Sales PlaybookThe Metrics That Matter (and Ones That Don’t)How to Shine a Light on the Prospect That’s Gone DarkOther Areas to A/B TestNotes
Taft’s Take: Understanding Your PipelineTaft’s Take: Standardizing Your Sales Development FunnelDefine the Top of Your FunnelStandardize Outbound EffortThe Impact of Increased EfficiencyNotes
Sam’s Take: The Four Traits of World-Class SDRsBrooke’s Take: My Evolving Adventures as an SDRDON’T: Try Working Every Account Under the SunDO: Make Sure to Help Reps PrioritizeDO: Codify the Constant Data Cleanup Loop and Encourage Reps to Ask for HelpRob’s Take: The 3 Things Great Sales Leaders DoNote
Defining an Account-based ApproachAccount-based Plays Are Key to Converting Target AccountsEffective SDR Marketing Orchestration Is Critical to Execute High-value OffersSales Engagement Technology Is Critical for Account-based Sales Play ExecutionJulianne’s Take: My Journey into Account-Based SalesJonathan’s Take: The Sales Relationship That Really MattersEliminate the Dreaded HandoffNotes
Kill the MQLDeveloping a Reliable Attribution ModelFind the Right Bridge TechnologyExpand Your Event HorizonsMax’s Take: Align on a Messaging StrategyMax’s Take: Constant Cross-team CommunicationA Proper HandoffClean, Centralized DataGet Out and Visit CustomersIncluding Customer Success in Your Sales and Marketing Alignment Is No Longer a Maybe but a MustTodd’s Take: They’re Not Buying A Drill-bit; They’re Buying A HoleSales, Marketing, and Customer Success Alignment in Persona-based ResearchUnderstanding the Buyer’s JourneyLast But Not Least: Establishing EmpathyNotes
The Active/Passive ApproachChad’s Take: Choosing the First New ToolAnother Way to Look at ItSales Engagement Has Become the Must-have Line ItemWhat to Know When Implementing a Sales Engagement PlatformAlex’s Take: Starting with Your StakeholdersYour Sales Engagement Platform Evaluation ChecklistA Key Element of Adoption Is EmpathyMario’s Take: A Sales Ops Manager’s Secrets for Swift AdoptionWhat If I’m Just Getting Started?Scott’s Take: Make a List of the Challenges You’re Solving forNote
Jake’s Take: The Future of SalesPhone Skills Will Be Critical AgainLinkedIn Will Be a Primary ChannelOmnichannel Is RequiredRemoving Friction for the Seller Will Be ParamountLiz’s Take: Why The Future is Product-LedLeverage Your Product DataReview Your Sales Process for Manual ProcessesAlign the Entire Team Around the Customer ExperienceNote