Anderson Hirst

Sales Management for Start-ups and SMEs (eBook, ePUB)

Building an effective scalable sales organisation

• Format: ePub

Produktbeschreibung

Managers and entrepreneurs know they have a great product or service-but they may not know how best to sell it.

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Produktdetails

• Verlag: Taylor & Francis
• Erscheinungstermin: 3. September 2024
• Englisch
• ISBN-13: 9781040123904
• Artikelnr.: 72282947

Autorenporträt

Anderson Hirst has worked with over 300 international clients over 25 years as a consultant and trainer in sales. With an MBA focusing on sales, behaviour and change themes, he brings a unique evidence-based discipline to his work, demystifying the black box of sales for clients. Today, he is actively involved in working with start-ups and SMEs to help them design and implement effective B2B sales strategies for growth.

Inhaltsangabe

Introduction. Who is this book for? How to use this book. A word on sales
technology. Learn by doing. Chapter 1: The scalable sales organisation.
Chapter 2: Your sales strategy and growth model. Chapter 3: Defining your
sales process and customer journey. Chapter 4: B2B Personal selling under
the microscope. Chapter 5: Your unique sales methodology. Chapter 6: Lead
generation. Chapter 7: Your unique value proposition and pricing. Chapter
8: Sales organisation structures. Chapter 9: The work of sales managers in
start-ups and SMEs. Chapter 10: Targets, forecasts, budgets and KPIs.
Chapter 11: Pipeline and opportunity management. Chapter 12: Sales
technology. Chapter 13: The vital importance of sales training. Chapter 14:
Account Management. Chapter 15: Compensation, incentives and prizes.
Chapter 16: Recruitment and onboarding. Chapter 17: Working with partners
and resellers. Chapter 18: Evolving your sales organisation