Sales Management for Start-ups and SMEs: Building an effective scalable sales organisation [Paperback]

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

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

Small and Medium businesses make up half of the (UK) economy. Our research shows that most struggle with sales. This book fills a void, providing excellent explanations of all the aspects that make for an effective sales function. If you are serious about building a sales function that will grow your business, this is a must read. 

Guy Lloyd, Director, Institute of Sales Professionals

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