Sales Management for Start-ups and SMEs : Building an effective scalable sales organisation (Hardcover)

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