A critic review about the Sales book Sales Development Playbook.
Trish Bertuzzi
Novelist Jonathan Franzen said, “One-half of a passion is obsession, the other half is love.” With that in mind, ask anyone who’s met Trish and they’ll tell you – she is passionate about inside sales.
Trish is President and Chief Strategist of The Bridge Group, Inc., an inside sales consulting and implementation firm. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth.
She resides outside of Boston, Massachusetts.
Available as: Hard Cover, Audio Book
No. of pages: 262 pages
Language: English
Published Date: January 15th, 2016
ISBN: 978-0692622032
Introduction
Part 1: Strategy
CHAPTER 1
Selling in The 21st Century
CHAPTER 2
Consider The Five Why’s
CHAPTER 3
Let Requirements Guide Your Model
CHAPTER 4
Build A Solid Foundation
Part 2: Specialization
CHAPTER 5
Go Allbound For Pipeline
CHAPTER 6
Sell To Everyone: Close To No one
CHAPTER 7
Specialize To Accelerate
CHAPTER 8
Consider The Research Role
CHAPTER 9
Follow The Early Adopters
Part 3: Recruiters
CHAPTER 10
Hire With Urgency
CHAPTER 11
Spot Qualities of A Qualified Candidate
CHAPTER 12
Write Job Descriptions, Not Sleep Prescriptions
CHAPTER 13
Compensate at Market Rate
CHAPTER 14
Build Attractive Compensation Plans
CHAPTER 15
Source Candidates Effectively
CHAPTER 16
Glassdoor Like A Pro
CHAPTER 17
Treat Hiring Like a Sales Process
Part 4: Retention
CHAPTER 18
Lead Your People
CHAPTER 19
Prioritize Coaching
CHAPTER 20
Coach To Improve
CHAPTER 21
Develop To Grow
CHAPTER 22
Build Career Paths
Part 5: Execution
CHAPTER 23
Master Blocking and Tackling
CHAPTER 24
Onboard By a Process, Not an Event
CHAPTER 25
Create Compelling Conversations
CHAPTER 26
Architect Your Outreach
CHAPTER 27
Formalize Your Cadence
CHAPTER 28
Instill a Love of Voicemail
CHAPTER 29
Engage With Mail
Part 6: Leadership
CHAPTER 30
Choose The Right Captain
CHAPTER 31
Equip The Team
CHAPTER 32
Set Appropriate Quotas
CHAPTER 33
Build Your Process
CHAPTER 34
Perfect The Handoff
CHAPTER 35
Measure What Matters
CHAPTER 36
Manage With Meaningful Metrics
CHAPTER 37
Enable With Technologies
Growing market with customer satisfaction is one thing, the other is developing in Sales. The book talks about high growth that can be not measured, this high.
Book deals with 6 policies:
If these points are met, we are sure to make a difference in the Sales market and revenue.
What is special about the book?
The book explains the strategies very simply and act as a guide to all the business people. If you want to increase your man power but effectively then get your copy for the book and know all the ways you should keep in mind.
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