See what’s inside:
Intro
Building unbeatable teams
On February 22, 2020, Miles Kane flew to NY for face to face meetings with his largest East Coast accounts...
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Chapter 1
Redesigning the field sales motion
When a student at, say, Harvard University orders lunch at an on-campus cafe, it’s not going to be a fellow student who...
READ CHAPTER
Chapter 2
Building rapport & influence remotely
Akamai Technologies doesn’t have a salesforce — or so says Sean Lyons, VP of sales at the content delivery...
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Chapter 3
Collaborating (internally) virtually
Snowflake has a simple pitch: they take your data and store it in the cloud. But the real-world implementation of that...
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Chapter 4
Forecasting during uncertainty
In 2008, Brian Breslin joined Hewlett Packard Enterprise as Director of Sales Planning and Analysis. His job was to calculate...
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Chapter 5
Cultivating culture without the office
Prior to the pandemic, Drift’s office was more than just a place to work. The company’s executives relied on physical...
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Chapter 6
The new normal needs new leadership
The pandemic has piled pressure on all business leaders, but none more so than field sales leaders. While normalcy has changed for...
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Chapter 7
Upgrading your tech stack
Sales used to be simple — you had a product and your persuasion skills. But it didn’t stay simple for long. The Rolodex and the...
READ CHAPTER
Outro
Be a chameleon
In the early months of the pandemic, Goldman Sachs ran an article under the headline, “Light at the End of the...
READ CHAPTER
Your Field Sales Playbook For 2021+
Intro
Building unbeatable teams
On February 22, 2020, Miles Kane flew to NY for face to face meetings with his largest East Coast accounts...
READ CHAPTERChapter 1
Redesigning the field sales motion
When a student at, say, Harvard University orders lunch at an on-campus cafe, it’s not going to be a fellow student who...
READ CHAPTERChapter 2
Building rapport & influence remotely
Akamai Technologies doesn’t have a salesforce — or so says Sean Lyons, VP of sales at the content delivery...
READ CHAPTERChapter 3
Collaborating (internally) virtually
Snowflake has a simple pitch: they take your data and store it in the cloud. But the real-world implementation of that...
READ CHAPTERChapter 4
Forecasting during uncertainty
In 2008, Brian Breslin joined Hewlett Packard Enterprise as Director of Sales Planning and Analysis. His job was to calculate...
READ CHAPTERChapter 5
Cultivating culture without the office
Prior to the pandemic, Drift’s office was more than just a place to work. The company’s executives relied on physical...
READ CHAPTERChapter 6
The new normal needs new leadership
The pandemic has piled pressure on all business leaders, but none more so than field sales leaders. While normalcy has changed for...
READ CHAPTERChapter 7
Upgrading your tech stack
Sales used to be simple — you had a product and your persuasion skills. But it didn’t stay simple for long. The Rolodex and the...
READ CHAPTEROutro
Be a chameleon
In the early months of the pandemic, Goldman Sachs ran an article under the headline, “Light at the End of the...
READ CHAPTER