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9781963271058

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"""Steve Weinberg has done it again. His previous book provided salespeople with practical advice about B2B buying and the implications for core aspects of selling. Above Quota Sales Management takes that a big step further by focusing on sales managers as the key to improving selling performance. The book provides a smart, actionable and research-backed discussion of best practices in hiring, managing and coaching. Read it if you are a sales leader because, as Weinberg reminds us, in a changing world, 'by failing to prepare, you are preparing to fail.'"" -Frank Cespedes, Ph.D., Harvard Business School Professor and author of Sales Management That Works: How to Sell in a World That Never Stops Changing. ""WestWave Capital only invests in early start-ups with deep technology in the enterprise market. Many of our Founders come from engineering and deep product backgrounds. I always tell them half of your prospects won't buy from anyone. Steve's book should be read by all executives in the start-up world, not just sales managers. This still rarely happens in our market, where the industry talks about product-led sales. Most large enterprise customers require a technology vendor to understand their business requirements deeply, and they still want a personal relationship with the sales and customer success teams. With today's productivity tools for sales and revenue operations, replay video and Above Quota Sales Management will dramatically improve productivity, performance, and profit. Everyone needs to learn how to sell regardless of the role they run in the company they work for."" -Warren Weiss, Forbes Midas List of Technology's Top Investors and one of Business Insider's Top 100 Seed Investors. ""This is a book that should be on every sales leader's desk as an invaluable resource. It contains time-tested sales leadership insights from decades of learning and helping salespeople succeed. The author takes a closer look at the behavior patterns of salespeople with actionable advice on how to manage, lead, support and mentor new and experienced salespeople. The chapter on mental health is a must read. The insights on deploying AI in sales are very timely. A must read for newly promoted sales managers and a terrific success guide for the experienced sales leader."" -Gerhard Gschwandtner, CEO of Selling Power Magazine. ""In a time when many salespeople report feeling burnt out, Steve offers help with mental health and wellbeing. This is something managers should pay careful attention to if they want to exceed quotas. Read and practice what you find here and exceed your quota."" -Anthony Iannarino, bestselling author of five books including The Only Sales Guide You'll Ever Need, The Lost Art of Closing, Eat Their Lunch, Elite Sales Strategies, and Leading Growth. ""Steve provides an insightful, practical guide to mastering the role of a sales manager. Leveraging the success from his first book Above Quota Performance, Steve provides a deep dive into what it takes to be a successful Sales Manager. Sharing personal experience along with delving into several key areas, Steve lays out what a successful sales manager looks like and what those that aspire to be successful sales manager should be mindful of."" -Rick Tkaczak, President of Century Sales Solutions, LLC. ""Steve's breadth and in-depth knowledge of the evolving approaches to sales management is second to none! This book addresses a phenomena never dealt with previously, sales management during a pandemic! Steve tackles what makes sales management different though the same during unprecedented times! -Jay Ryan, Principal of Executive Sales Playbook Advisors"

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