Business Development Culture: Taking Sales Culture Beyond the Sales Team

ISBN-13: 9780749481919 / Angielski / Miękka / 2018 / 248 str.

Alex Moyle

Opis

Enable your company to consistently sell more and achieve long term growth by refining and improving your business development culture.

Recenzje

"The impact of digital disruption in sales has never been fully explained until now in Business Development Culture. We all see it, all know it, but are collectively responding too slowly to changes that will have significant impact on every business. Moyle puts the sales efforts at the centre of this exploration, introducing the various areas of the business that must now consider how they support this effort. Culture will always be at the forefront of any sales leader's world, understanding the macro environment and ensuring that their sales force is mobile enough to handle the technology revolution may be the new challenge for the next 20 years. Business Development Culture is the book to help challenge and evolve this strategy." Ben Turner, CEO, Association of Professional Sales

Spis treści

• • Chapter - 00: Introduction to business development culture;
• Section - PART ONE: Adapting to change is the new normal;
• • Chapter - 01: The challenges of a changing market;
  • Chapter - 02: The challenge of cultural change;
• Section - PART TWO: Building a customer focus into your team;
• • Chapter - 03: Building the case for change - educating and inspiring your team;
  • Chapter - 04: Do your teams understand your customers?;
  • Chapter - 05: Creating a compelling, company-wide value proposition;
  • Chapter - 06: Streamlining the buying process throughout your business;
• Section - PART THREE: Aligning company and personal goals;
• • Chapter - 07: Do you know what your employees want?;
  • Chapter - 08: Prioritizing the alignment of company and employee goals;
  • Chapter - 09: Avoid the smart dumb paradox - your team is a gold mine of ideas;
• Section - PART FOUR: Creating a mutually productive work environment;
• • Chapter - 10: Why collaboration is key to integrating sales culture;
  • Chapter - 11: How to build confidence and capability;
  • Chapter - 12: Successful performance management in a business development context;
  • Chapter - 13: Conclusion - a quick recap;

O autorze

Alex Moyle has been in the business development and sales arena for over 20 years. He delivers sales and training programmes for organizations around the country, dedicated to improving overall sales performance and quota by instilling a culture of long term business development. He comes from a recruitment background, and is the founder of Elevated Recruiting, one of the UK's leading recruitment training organisations.