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Business Development Culture: Taking Sales Culture Beyond the Sales Team
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BUSINESS DEVELOPMENT CULTURE: TAKING SALES CULTURE BEYOND THE SALES TEAM

PAPERBACK BY MOYLE, ALEX

£18.99

ISBN
9780749481919
IMPRINT
KOGAN PAGE LTD
 
 
EDITION
PUBLISHER
KOGAN PAGE LTD
STOCK FOR DELIVERY
IN STOCK
FORMAT
PAPERBACK
PAGES
248 pages
PUBLICATION DATE
03 SEP 2018

DESCRIPTION

Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis. Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive 'feast and famine' sales patterns. Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team. Easily tailored to maximize current processes, Business Development Culture features numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels. This invaluable guidance to an ever-widening issue is driven through the author's extensive experience as a trainer, and a series of impacting interviews from across the industry. Insightful, practical and directly relevant, this book is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.

CONTENTS

  • Section - ONE: Adapting to Change is the New Normal;
    • Chapter - 01: The Challenges and Opportunities of a Changing Market;
    • Chapter - 02: The Challenge of Cultural Change in an Organization;
  • Section - 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 Customer?;
    • Chapter - 05: Creating a Compelling, Company-wide Value Proposition;
    • Chapter - 06: Streamlining the Buying Process throughout your Business;
  • Section - 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 - FOUR: Creating a Mutually Productive Work Environment;
    • Chapter - 10: Why Collaboration is Key to Integrating Sales Culture;
    • Chapter - 11: How to Build a Culture of Confidence and Capability;
    • Chapter - 12: Successful Performance Management in a Business Development Context