Hacking Sales

Hacking Sales
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“Make sure your students follow your instructions.” That sounds like a straightforward instruction, but in fact, it’s fairly abstract. What does a teacher actually have to do to make sure students are following? Even the leader delivering this direction may not know, and the first-year teacher almost certainly doesn’t. The vast majority of teachers are only observed one or two times per year on average—and even among those who are observed, scarcely any are given feedback as to how they could improve. The bottom line is clear: teachers do not need to be evaluated so much as they need to be developed and coached. In Get Better Faster: A 90-Day Plan for Coaching New Teachers, Paul Bambrick-Santoyo shares instructive tools of how school leaders can effectively guide new teachers to success. Over the course of the book, we break down the most critical actions leaders and teachers must enact to achieve exemplary results. Designed for coaches as well as beginning teachers, Get Better Faster is an integral coaching tool for any school leader eager to help their teachers succeed. It’s the book’s focus on the actionable—the practice-able—that drives effective coaching. By practicing the concrete actions and micro-skills listed here, teachers will markedly improve their ability to lead a class, producing a steady chain reaction of future teaching success. Though focused heavily on the first 90 days of teacher development, it’s possible to implement this work at any time. New and old teachers alike can benefit from the guidance of Get Better Faster and close their existing instructional gaps. Packed with practical training tools, including agendas, presentation slides, a coach’s guide, handouts, planning templates, and 35 video clips of real teachers at work, Get Better Faster will teach you: The core principles of coaching: Go Granular, Make Feedback More Frequent, Top action steps to launch a teacher’s development in an easy-to-read scope and sequence guide The four phases of skill building: Phase 1 (Pre-Teaching): Dress Rehearsal Phase 2: Instant Immersion Phase 3: Getting into Gear Phase 4: The Power of Discourse

Оглавление

Altschuler Max. Hacking Sales

PRAISE FOR HACKING SALES

AUTHOR'S NOTE

INTRODUCTION

Why Sales, Why Now?

Who This Book Is For

Where This Book Fits In

What This Book Is Not

CHAPTER 1. DEVELOPING YOUR SALES STACK

Where Do I Start?

Qualifying Leads

What's Your Sales Stack?

CHAPTER 2. LIST BUILDING: PART 1. FINDING AND DEFINING YOUR IDEAL CUSTOMER PROFILE

Easy, Nontechnical Web Scraping

Deeper Insights into Your Competitors' Customers

Targeting Key Executives, Influencers, and High-Potential Buyers

CHAPTER 3. LIST BUILDING: PART 2. DEFINING YOUR TOTAL ADDRESSABLE MARKET (TAM)

Enrich Your Customers

Meet Your Future Customers

Make It Actionable

Refine and Optimize the Entire Process

Company Databases

CHAPTER 4. LIST BUILDING: PART 3. GETTING IN THE DOOR

Top-Down and Bottom-Up Targeting

Lean on Your Industry Allies

Using Twitter to Generate Warm Leads

CHAPTER 5. UNCOVERING CONTACT INFORMATION

Remove Duplicates Early On

Pulling Contact Information Directly from LinkedIn

E-mail Verification and Enrichment

CHAPTER 6. LEAD RESEARCH

Trigger Event, Alerts, and Researching

LinkedIn Advanced Settings and Sales Navigator

CHAPTER 7. SEGMENTING

Where to Start Segmenting

But What about Whales?

CHAPTER 8. OUTBOUND E-MAILING AND MESSAGING

A/B Testing and Optimizing E-mails

Determining Your Perfect Cadence

The Services That Power Outbound Sales

Sales and Customer Success

Quick Tips on Messaging Psychology

CHAPTER 9. SALES OUTSOURCING

Preparing to Hire Virtual Assistants

Hiring Virtual Assistants

Strictly Sales Development Support

Training Your Virtual Assistants

CHAPTER 10. CUSTOMER RELATIONSHIP MANAGEMENT SOFTWARE

Integration Software

CHAPTER 11. NURTURING LEADS AND SPARKING ENGAGEMENT

Using Social Media to Trigger Buyer Activity

Make Sure to Follow Up

Reactivating Leads

CHAPTER 12. PREPARING FOR AND HOLDING YOUR FIRST SALES CALL

Getting and Staying Prepared

Properly Qualifying the Prospect

Scripting Calls

Forget PINs and Access Codes

Quick Tips in Sales Psychology

Set the Agenda and Stay in Control

Let the Passion Out

CHAPTER 13. NAVIGATING THE BUYING PROCESS AND CLOSING THE DEAL

Rules of Negotiating

Creating Equality in Negotiations

Don't Jump to Discounting

Handling Objections

Demos, Proposals, and Collateral

E-Signature Solutions

CHAPTER 14. BUSINESS DEVELOPMENT

The Art of the Introduction

Asking for Referrals

CHAPTER 15. BONUS SALES HACKS

E-mail Signature

Out-of-Office Reply

Mix in Some Humor

Frenemies

Stay Relevant on Twitter and LinkedIn

Other Unique Solutions for Hacking Sales

CHAPTER 16. THE WRAP-UP

RESOURCES AND PROGRAMS

Sales Hacker Programs

Suggested Reading for Sales Hackers

ACKNOWLEDGMENTS

ABOUT THE AUTHOR

WILEY END USER LICENSE AGREEMENT

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The companies mentioned in this book are not in any way affiliated with Sales Hacker, Inc. We take no fees or compensation from any of the companies mentioned in this book. The companies listed are in no particular rank or order. I provide information and my opinion, but it's up to the reader to decide which companies to do business with and what process to follow.

Visit www.SalesHacker.com for more information and bonus material.

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Having a sales process for your business is extremely important. Without it, your business will be disorganized and disjointed. If you're not tracking and measuring with a standardized approach, then how will you get better? The best assets of sales teams and salespeople are great organizational and analytical skills. Companies that figure this out early and build a strong and streamlined engine will surpass their competitors. Sales reps who figure this out will outsell their peers.

This book was written to help you build a strong foundation for your business. Specifically, this book will help you to do the following:

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