Salespeople seek greener pastures when they lack proper coaching and motivation to perform their best. Engage Me: Strategies from the Sales Effectiveness Source by DoubleDigit Sales CEO Kevin Higgins helps sales managers and leaders drive a culture in which team members do not simply stay – they thrive.
Kevin and his team have worked with hundreds of companies and thousands of sales leaders on building an important philosophy: a great sales culture equals an engaged sales team.
“Kevin Higgins is a smart man, full of exceptional insights that will help you and your firm win. Read Engage Me. Apply his ideas. And lead your field.”
— Robin Sharma, #1 Bestselling Author of The Leader Who Had No Title
The practical approach in Engage Me is based on attitude, skills and sales management disciplines – the three parts of this book:
Part I: Attitude
Attitude is the first building block to creating an engaged and winning sales culture. It is 'the way we do things around here.' Part I demonstrates that a strong sales culture is a combination of elements and attitudes.
Part II: Skills
The fundamentals of great sales management are coaching and feedback. When done correctly and frequently, coaching and feedback will elicit engagement. Part II examines how you are using the skills to build an engaged team.
Part III: Sales Management Disciplines
Sales management disciplines add value to your salespeople and drive productivity in your organization. If you have a process, the discipline is in exercising it consistently. Part III provides structure for each sales management discipline that helps engage your team.
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What Experts are Saying
“As a sales professional and sales leader, I’ve seen firsthand the impact of these tools across sales organizations. Engage Me works. Buy it. Use it.”
— Craig Wortmann, CEO of Sales Engine Inc., Executive Director of the Kellogg Sales Institute, and Author of What’s Your Story?
“In today’s world, selling is both an art and science, and the challenges are enormous – from how to get the attention of a prospect to how to add value in transformational ways. In Engage Me, Kevin Higgins lays out really practical and insightful strategies for how your Sales Leaders can drive their teams to success.”
— Diane Hessan, President and CEO of Communispace, Author of Customer Centered Growth
“Engage Me is a must-read for sales executives and leaders. In this practical 'how to' book, Higgins provides crucial insights, as well as a toolkit of techniques to get peak performance from your salespeople.”
— Gerhard Gschwandtner, Founder and CEO of Selling Power
“Before diving in, I was of the understanding that it was written to assist the sales management process. But in fact, Engage Me is a powerful book to help everyone in sales.”
— Peter Legge, O.B.C. Chairman and CEO of Canada Wide Media Limited
“Full of direct and practical advice, this book shows sales managers how to become sales leaders – by becoming truly engaged.”
— Herb Greenberg, Ph.D., Founder and CEO of CALIPER
“In my personal opinion as a career sales leader, Engage Me captures a masterful framework for building a high performance sales organization. It is clear from Kevin’s experience, examples and models that high performance does not come from one secret ingredient but from a multi-faceted combination of interdependent concepts that must be consistently and deliberately lived by leaders.
I was particularly struck by the careful balance between business growth and people growth – which cannot be dissociated. This balance requires clarity of expectations, both what and how, and the managerial courage to set up and maintain positive performance tension.
If you’re in the market to deliver results through a sales team committed to great performance, Engage Me is a must read!”
— Paul Lirette, President of GlaxoSmithKline Inc.
“The great leaders I admire most are those who can both envision on a grand scale but, if necessary, execute down to the finest detail. Kevin Higgins is one of those leaders and he shares both in this book.”
— Greig Clark, Founder of College Pro Painters
“[DoubleDigit Sales] has embedded these disciplines within my sales organization. Higgins provides the essential ingredients to help Sales Leaders turn common sense into common practice.”
— Lou Gizzarrelli, President of Neopost Canada
“Higgins shares sales management strategies that are practical with broader application beyond the sales force.”
— Bill Maurin, Acting CEO of Meridian