Table of Contents
Preface ix
Who This Book Is For xix
Part 1 Sales Engagement: Why It’s So Important 1
Chapter 1: The State of Modern Sales 3
Chapter 2: How Sales Engagement Solves Seven Major Business Pain Points 11
Part 2 Diving Deeper: Essential Elements of a Strong Sales Engagement Strategy 17
Chapter 3: Humanizing Sales with Personas, Personalization, and Relevance 19
Chapter 4: The Future Is Omnichannel and That Future Is Now 49
Chapter 5: Why A/B Testing Is Mission-critical to Any Sales Org 63
Chapter 6: Achieving Revenue Efficiency: Metrics to Measure in a Modern Sales Org 87
Chapter 7: The Key to Ramping New Reps Faster 97
Chapter 8: Account-based Sales Strategies for the Modern Seller 115
Chapter 9: How to Align Modern Sales, Success, and Marketing with Sales Engagement 127
Part 3 Future Proofing: Where Sales Engagement Fits and What’s Next 143
Chapter 10: Building a Modern Sales Tech Stack 145
Chapter 11: Predicting What’s Next in Sales 169
Summary 181
Glossary 185
Acknowledgments 189
Bonus Content! 193
About the Authors 195
Index 199