Build your Sales Tribe is a manual for navigating this change and bringing your business into the future. It is based on a fundamental tenet; if you don’t have a solid commercial approach, scaling a business is near impossible.
In the information age, generalist salespeople for ‘simple sales’, those by most business-to-consumer (B2C) and some business-to-business (B2B) organisations, are becoming redundant. Business need the right approach to more complex saes – one that has value for both the buyer and seller. This book guides the reader through setting up functions and foundations that will allow them to build a successful approach to sales and find the right salespeople for the job. It delivers advice and offers a series of practical projects on a wide range of topics:-
- Attitude and Approach
- Basic Types of Sales Roles and How to Fill Them
- Becoming an Expert
- An Ideal Customer Profile
- The Sales Process
- Finishing a Deal
- Metrics, Targets and Measurement
- Looking After Existing Customers
This book is about how a company should structure itself to sell and excel in that environment, using the Information Age to its advantage.
Who should read this book?
The book is for entrepreneurs, CEOs, investors, and management of supplier businesses. It is for them to use to run sales as a well drilled unit alongside, and integrated with, their other company functions. It should also be read by sales people.
What is the structure of the book?
The book contains advice that is directly actionable. We have included ‘Projects and Actions’, ‘Tips and Tricks’, and some Stories/Illustrations from personal experience and links to the blog.
The book is designed so the reader can read a chapter and take the advice. They are then provided with a framework to make it work for their own organisation.