Business Development Culture: Taking Sales Culture Beyond the Sales Team

Business Development Culture: Taking Sales Culture Beyond the Sales Team

by Alex Moyle

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Overview

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.

Product Details

ISBN-13: 9780749481919
Publisher: Kogan Page, Ltd
Publication date: 09/28/2018
Pages: 248
Product dimensions: 6.30(w) x 9.25(h) x 0.39(d)

About the Author

Alex Moyle has been in the business development and sales arena for over 20 years, delivering sales and training programmes to thousands of sales professionals and hundreds of Leaders. He comes from a recruitment background and is the founder of Elevated Recruiting and Selzig Consulting.

Table of Contents

    • 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;

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