Jun 11, 2008
A must read for Online Ad Sales Managers
"Mentor", is written by Jeff Lehman, a veteran of several interactive start ups including Alta Vista, JustArrive and Flycast (CMGi). Mentor goes into great detail on making the transition from sales to management, recruiting new salespeople, sales pitches and how to run a sales meeting. I have consulted the book frequently in managing sales teams. There is also very practical information on finding the right fit with a company and identifying revenue focused CEO's. Some of the best advice centers around creating a winning culture in a sales organization. The book offers 300 career advancing tips that serve as a quick reference. Jeff cites 3 core sales training tips:
- Always be listening
- Sell the Customer what they need
- Close when appropriate
I worked for Jeff in the late 90's at Flycast and learned a great deal about interactive ad sales and managing teams. You can benefit from this great book and order it at: www.mentorpressllc.com