|
|
|||
|
||||
OverviewFull Product DetailsAuthor: Jake DunlapPublisher: John Wiley & Sons Inc Imprint: John Wiley & Sons Inc Dimensions: Width: 16.00cm , Height: 3.10cm , Length: 23.10cm Weight: 0.386kg ISBN: 9781394180240ISBN 10: 1394180241 Pages: 224 Publication Date: 04 April 2024 Audience: Professional and scholarly , Professional & Vocational Format: Hardback Publisher's Status: Active Availability: In stock We have confirmation that this item is in stock with the supplier. It will be ordered in for you and dispatched immediately. Table of ContentsAcknowledgments ix About the Author xiii Chapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1 Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13 Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29 Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49 Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65 Chapter 6 The Third C: Customized Sales Experience 83 Chapter 7 Engineering Your Sales Process for Speed 97 Chapter 8 Mapping Your Sales Experience—the Early Stages 115 Chapter 9 Mapping Your Sales Experience— During the Late Stages 137 Chapter 10 Mapping Your Sales Experience— to Current Customers 153 Chapter 11 The Fourth C: Consistent Performance Optimization 169 Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187 Index 203ReviewsAuthor InformationJAKE DUNLAP is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable and sustainable strategies. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue. Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., The New York Times, and Huffington Post. Tab Content 6Author Website:Countries AvailableAll regions |