Inside Sales Management
By Mark Wilensky

Inside Sales Management, Secrets to Growing Salespeople and Sales, is that rare business book which addresses the most challenging situations that managers encounter, often on a daily basis. Whether it's helping salespeople outgrow their fears and need for approval, eliminating excuse-making, powerful debriefing strategies, bottom–line interviewing techniques, bringing new hires up to speed quickly, win-win coaching – you'll find all these vital topics explored and explained with psychological insight and humor.

In the second part of the book you'll learn sales psychology, from the points of view of managers, salespeople and even clients and prospects. The real world examples, role-plays and exercises enliven the strategies and make this a dynamic reading experience.

Testimonials

"This book should be required reading for every sales manager! Mark Wilensky clearly explains how to understand and grow the people you manage. It's about time somebody put it al together in one volume!" —Robin Domeniconi, President, Time Inc. Media Group

"Mark Wilensky has helped us double sales year after year, and I'm delighted that he has collected his strategies in this volume, which truly lead you inside sales management." —Don Alducin, Founder/CEO, HJ Ford

"To really serve your clients, you have to know how they think. In this book Mark Wilensky provides you with the codes to unlock your customers, your salespeople and what's happening between them. Even if you implement only a fraction of his strategies, you'll see a dramatic upward trend in sales revenue!" —Steve Sachs, Publisher, Real Simple Magazine

Inside Sales Management Table of Contents

Part I: Sales Management Psychology
The Psychology of Salespeople
Managing the Adapted Child
Managing to Change
Managing Your Other Children
The Growth Continuum
Eliminating Excuses
Becoming an All-Star coach
Recruiting New Salespeople
Bringing a New Hire Up to Speed
Motivating Your Sales Staff

Part II: Sales Psychology
The Psychology of Selling
The Psychology of Buying
The Psychology of Prospecting
The Psychology of Resistance
The Psychology of Persuasion
Where Do I Go From Here?

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