Sales Management for Startups and Smes - Building an Effective Scalable Sales Organization

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

List of contents

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

About the author

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.

Summary

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

Product details

• Authors: Anderson Hirst
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 20.09.2024
• EAN: 9781032583273
• ISBN: 978-1-0-3258327-3
• No. of pages: 264
• Subjects: Social sciences, law, business > Business > Economics; Small businesses & self-employed, BUSINESS & ECONOMICS / Strategic Planning, BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Small Business, BUSINESS & ECONOMICS / Sales & Selling / General, BUSINESS & ECONOMICS / Business Mathematics, business strategy, Sales & marketing, Personnel & human resources management, Small businesses and self-employment, Business mathematics & systems, Sales and marketing, Personnel and human resources management, BUSINESS & ECONOMICS / Freelance & Self-Employment, Business mathematics and systems, managers;entrepreneurs;sales;organization;service