Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team (Josiane Chriqui Feigon, 2013)


  • 4 Trainings - Sales productivity tools, sales process and structure, talents and skills, marketing and sales alignment

  • Dead zone - low performer, comfort zone - no initiative, panic zone - anxious and ambitious, stretch zone - top performer

  • Time management - disorganised to efficient
  • Introducing - inarticulate to influential, capture the target
  • Navigating - shut out to intrepid, engagement and knowledge
  • Questioning - interrogative to relational, probe with intuition
  • Listening - inattentive to inviting, empathetic listening
  • Linking - fears authority to strategic, understand needs and link appropriate solution
  • Presenting - confusing to persuasive, good pace
  • Handling objections - apprehensive to courageous, maintain great momentum
  • Closing - gaining commitment
  • Partnering - conflicting to systematic, distribute responsibilities but not becoming support role

  • Effective Meetings
    • User entire meeting space
    • Watch your body language
    • Watch your tone + usage of urgency
    • Adhere to meeting agenda
    • Create cohesive team dynamics: role play + freedom of speech
    • Ask compelling question: how will you go about doing it
    • Listen with empathy
    • Set late penalties: sing song
    • Invite compelling speakers
    • Close with energy: recep + concise tasks


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