Sales Management for Start-Ups and SMEs : Building an Effective Scalable Sales Organisation

Sales Management for Start-Ups and SMEs Building an Effective Scalable Sales Organisation

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

Detalles Bibliográficos
Autor principal: Hirst, Anderson (-)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Oxford : Taylor & Francis Group 2024.
Edición:1st ed
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009869116306719
Tabla de Contenidos:
  • Cover
  • Endorsements Page
  • Half Title
  • Title Page
  • Copyright Page
  • Dedication
  • Table of Contents
  • Acknowledgements
  • Introduction
  • 1 The Scalable Sales Organisation: What Are the Key Elements We Can Define to Make our Sales Organisation Scalable?
  • 2 Your Sales Strategy and Growth Model: How Exactly are You Going to Grow Your Revenues?
  • 3 Defining Your Sales Process and Customer Journey: How Can You Best Develop Potential Customers into Loyal Advocates?
  • 4 B2B Personal Selling Under the Microscope: What are the Essential Elements of Typical B2B Selling?
  • 5 Your Unique Sales Methodology: What are the Specific Routines, Attitudes and Processes that Define Good Selling in Your Context?
  • 6 Lead Generation: What Methods Could You use to Generate New Opportunities?
  • 7 Your Unique Value Proposition and Pricing: Why Should Customers Buy from You and How much Should They Pay You?
  • 8 Sales Organisation Structures: What Structure is Most Appropriate for Your Sales Approach and Stage of Growth?
  • 9 The Work of Sales Managers in Start-Ups and SMEs: How do Effective Sales Managers Spend their Time?
  • 10 Targets, Forecasts, Budgets and KPIs: What are the Essential Measures to Manage Sales Organisations and How Can We Derive them?
  • 11 Pipeline and Opportunity Management: How Can We Best Manage this Most Essential of Sales Tasks?
  • 12 Sales Technology: Why is Successful Selection and Deployment of Sales Technology so Important for Growth?
  • 13 The Vital Importance of Sales Training: What does Good Development Look Like for Sales Teams?
  • 14 Account Management: What Can We do to Make Sure Our Hard-Won Customers Stay with Us?
  • 15 Compensation, Incentives and Prizes: How do We Ensure We have Competitive, Motivating Incentive Schemes in Place that Align to our Sales Strategy?.
  • 16 Recruitment and Onboarding: How do We Find the Best Salespeople and Set them Up for Success?
  • 17 Working with Partners and Resellers: When Should We Sell through Other Organisations and How Can We Best Manage These Relationships?
  • 18 Evolving Your Sales Organisation: How can You Ensure Your Sales Organisation Adapts to a Changing Environment?
  • Index.

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