Sales Engagement: How the World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale

  • 2h 52m
  • Manny Medina, Mark Kosoglow, Max Altschuler
  • John Wiley & Sons (US)
  • 2019

Engage in sales—the modern way

Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies.

This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way.

  • Find common factors holding your sales back—and reverse them through channel optimization
  • Humanize sales with personas and relevant information at every turn
  • Understand why A/B testing is so incredibly critical to success, and how to do it right
  • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy

This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.

About the Authors

MANNY MEDINA co-founded Outreach, the industry's leading Sales Engagement software. He is a model of vulnerable and transparent leadership, from his heartfelt weekly email, "From the CEO's Desk," to the traditional Friday get-together Boot, where the whole company shares their shout-outs and highs/lows of the week.

MAX ALTSCHULER is the Vice President of Marketing at Outreach, and the CEO of Sales Hacker. He started Sales Hacker in 2013, and built it up to a 100,000+ member community for B2B sales professionals. In 2018, Sales Hacker was acquired by Outreach, and Max became the Vice President of Marketing.

MARK KOSOGLOW was the first employee at Outreach, and now serves as the Vice President of Sales. Mark joined Outreach in 2014 as a 100% commissioned contractor, with a personal mission of helping more sales professionals win.

In this Book

  • Who This Book is For
  • The State of Modern Sales
  • How Sales Engagement Solves Seven Major Business Pain Points
  • Humanizing Sales with Personas, Personalization, and Relevance
  • The Future is Omnichannel and That Future is Now
  • Why A/B Testing is Mission-Critical to Any Sales Org
  • Achieving Revenue Efficiency—Metrics to Measure in a Modern Sales Org
  • The Key to Ramping New Reps Faster
  • Account-Based Sales Strategies for the Modern Seller
  • How to Align Modern Sales, Success, and Marketing with Sales Engagement
  • Building a Modern Sales Tech Stack
  • Predicting What's Next in Sales
  • Summary
  • Glossary