ISBN-10:
1613145195
ISBN-13:
9781613145197
Pub. Date:
Publisher:
Cracking the Business Development Code: 7 Small Steps for You, 1 Giant Leap for Your Business

Cracking the Business Development Code: 7 Small Steps for You, 1 Giant Leap for Your Business

by C. Steven Jones

Paperback

$14.95
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Overview

ABOUT THE BOOK: Cracking the Business Development Code explains the fundamental formula for driving explosive and sustainable business growth: BD = M+S+CS. Understanding the relationships in this simple and profound formula will enable you to transform YOUR BUSINESS (and your livelihood) into a thriving success in any competitive landscape. In this book you will learn...


  • Key principles that drive explosive, sustainable business-to-business growth
  • How to harness the “power of three” to achieve true customer loyalty.
  • Why just a great sales team is never enough to be great
  • Seven proven steps for evaluating and re-engineering for explosive success


If you enjoyed New Sales Simplified by Mike Weinberg, Principles: Life and Work by Ray Dalio, or Business Model Generation by Alexander Osterwalder... you are going to love Cracking the Business Development Code by Steve Jones.

ABOUT THE AUTHOR: C. Steven Jones has over thirty years of business development, sales, marketing, project management, and operational experience with Fortune 100 companies such as FedEx, Joy Global, Johnson Controls, and Morgan Stanley. He has also worked for two mid-market B2B firms, served as a small business start-up advisor, and been a small business owner himself. He holds a bachelor of science in technical business management and an associate of science degree in engineering.



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Product Details

ISBN-13: 9781613145197
Publisher: Innovo Publishing LLC
Publication date: 10/15/2019
Pages: 220
Product dimensions: 5.50(w) x 8.50(h) x 0.46(d)

About the Author

ABOUT THE AUTHOR: C. Steven Jones has over thirty years of business development, sales, marketing, project management, and operational experience with Fortune 100 companies such as FedEx, Joy Global, Johnson Controls, and Morgan Stanley. He has also worked for two mid-market B2B firms, served as a small business start-up advisor, and been a small business owner himself. He holds a bachelor of science in technical business management and an associate of science degree in engineering.

Table of Contents

Introduction................................................................................vii

PART 1: THE TRILOGY PHILOSOPHY OF

BUSINESS DEVELOPMENT....................................... 15

1. What Is Business Development, Really?............................ 17

2. The Trilogy Concept............................................................. 27

3. Marketing................................................................................35

4. Sales.......................................................................................63

5. Customer Service.................................................................. 95

6. Leadership and Vision....................................................... 111

7. Supporting Roles ............................................................... 119

PART 2: 7 STEPS TO EVALUATE AND IMPROVE

THE BUSINESS DEVELOPMENT ENGINE .... 127

Overview of the 7 Steps........................................................ 129

Step 1: Review and Evaluate................................................. 135

Step 2: Galvanize the Team, and Seek Client

& Employee Feedback ............................................. 143

Step 3: Create a Business Development Strategy.............. 155

Step 4: Develop a Tactical Plan............................................ 165

Step 5: Examine the Organizational Structure................... 183

Step 6: Evaluate the Business Development Team........... 187

Step 7: Metrics, Tools, and Systems..................................... 197

PART 3: CONCLUDING REFLECTIONS AND

OBSERVATIONS............................................................. 211

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