Book Content
Based on the book content, an arrogant title for this work could be ‘An introduction to the meta-physics of B2B Engagements‘, instead we chose ‘You’ll never sell alone again!‘ as the sub-title.
This work attempts to assist those folk whose profession is B2B sales, those frustrated sales managers and ambitious entrepreneurs who:
- Are questioning the real value of their CRM to promote new and repeat business.
- Are of the opinion that the organisation’s CRM system is designed to police their individual activities, but does not support their sales efforts.
- Have little faith in the soundness and quality of their sales forecasts.
- Believe that most members of the sales team lack the required level of professionalism and need guidance.
- Are lacking an effective and structured sales methodology.
- Have continually invested in sales training, without any tangible improvement in the results.
- Are concerned about the design, focus and efficacy of the remuneration structure of the sales team.
- Are unsure whether the product or service is targeting the optimal market.
- Find it difficult to articulate and align the Sales Strategy with the organisation’s strategy.
- Most importantly, are uncomfortable with inconsistent and unreliable sales projections. Lack of credulity poses a significant risk factor when reviewing operational plans, strategy formulation and shareholder communication.
Some of the book content covered across 200 pages:
- Why B2B Sales matter
- Engagement practices
- Qualifying the Source
- Deploying internal resources
- Account Occupancy
- Post-mortems
- Executive communication
- Closers vs Journeymen
- Sales misconceptions
- The value of personal reputation
- Tenders
- Price tag
- Proposals
- Sales team structure
- The role of Sales Management
- Service delivery
- Understanding the Client
- Contracts
- Sales forecasting
- Sales roadmap
- The aQuity Methodology
- Prospecting
- Differentiation
- Existing Clients
- Avoiding objections
- Science vs the Art of B2B Sales
- Developing value add
- Marketing vs Sales
- Strategy and Sales Strategy
- Hiring decisions
- Identifying the Champion