Business Development Culture Taking sales culture beyond the sales team 1st edition by Alex Moyle ISBN 0749481919 ‎ 978-0749481919

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Product details:

ISBN 10:  0749481919
ISBN 13: ‎ 978-0749481919
Author: Alex Moyle

Adopt a sales-orientated approach to your business and facilitate the same attitude throughout your company’s culture, by ensuring the objective of generating business profit is embraced by the entire organization – not just the sales team – to achieve long term growth.

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, this book features numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels. This invaluable guidance is supporting by impactful interviews from across the industry.

Insightful, practical and directly relevant, it is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.

Business Development Culture Taking sales culture beyond the sales team 1st Table of contents:

Introduction to business development culture

PART ONE Adapting to change is the new normal

01    The challenges of a changing market

Value of knowledge

Value of the application of knowledge

The value of peace of mind

The value of inertia

References

02    The challenge of cultural change

What are the consequences of this approach?

So what do we do about it?

But really, do I have to do this?

Why is business development culture change challenging?

So how do companies need to change their culture?

References

PART TWO Building a customer focus into your team

03    Building the case for change – educating and inspiring your team

Impact of commoditization

Defining your target market (and communicating it!)

Scarcity of prospects

Customer churn and loyalty

Repeat the mantra: We not I

Summary

04    Do your teams understand your customers?

How does improving customer understanding increase employee motivation?

How to approach learning more about your customers

Before we move on let’s talk about procurement

References

05    Creating a compelling, company-wide value proposition

What role does the value proposition play in today’s market?

What is the customer value equation?

What are the components of ‘perceived value’?

Putting the theory into practice

Summary

References

06    Streamlining the buying process throughout your business

So… the good news

Switching from a ‘selling’ mindset to an ‘assistant buyer’ mindset

Summary

References

PART THREE Aligning company and personal goals

07    Do you know what your employees want?

Be curious

Career custodian: Challenge and recognize

Educate and inspire

Summary

References

08    Prioritizing the alignment of company and employee goals

Communicating company goals and aligning focus

What’s in it for me?

Exercises to help you improve how you align company and individual goals

Summary

References

09    Avoid the smart dumb paradox – your team is a gold mine of ideas

Approach 1: Are you interested in what they have to say?

Approach 2: Acknowledge awareness of the issues

Approach 3: Authenticity around why decisions are made

Approach 4: Change is like building a car

Approach 5: How do you solve a problem like…

Summary

References

PART FOUR Creating a mutually productive work environment

10    Why collaboration is key to integrating sales culture

The self-interest and collaboration dilemma

What are the options to solve the sales collaboration puzzle?

How do you encourage your sales, marketing and operations teams to become more collaborative?

What stops us collaborating?

Who needs what?

Summary

References

11    How to build confidence and capability

Mapping competencies and capabilities is critical to success

Why managers should coach and train more

Increasing managers’ coaching confidence

Summary

References

12    Successful performance management in a business development context

Defining what you care about when managing performance

What is your current approach to performance management?

Implementing the independence via performance (IVP) approach

How to run motivational review meetings

The FAST review meeting

Summary

References

Conclusion – a quick recap

Index

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Tags: Alex Moyle, Business Development, sales team