About the Book
The story behind “B2B Sales Management for Start-ups and SMEs”
Who is it for?
Having worked with many start-ups and SMES in the last decade, Anderson realised that many managers and entrepreneurs have a great product or service, see the value to the world, but do not know how best to sell it.
For start-ups this can be a really tough challenge, especially if the managers / entrepreneurs little or no sales management experience.
Similarly, those responsible for growth in an SMEs will almost certainly have challenges in getting the performance they want. Investing in a sales organisation does not come cheap: It’s easy to waste money on ineffective approaches.
B2B Sales Management for Start-ups and SMEs is a thoroughly practical guide on how to build an excellent sales organisation, brick by brick. It will help you figure out questions like, which sales process should we use? How do I get my team to sell consistently? What should we measure and how should we manage it? What do great sales managers do? Who should I recruit for my particular type of sale?
Why is it different?
The book is based on “research-led sales excellence” i.e. it is ‘evidence based’ (using knowledge built up from a review of over 2000 academic sources and sales texts) and is ‘field tested’; by applying that knowledge to over 200 client projects. It’s a living embodiment of Kurt Lewin’s quote.
“There is nothing as practical as good theory”.
Using examples from a wide variety of sectors, this guide will help you build your own unique high performing sales organisation that fits your product and market environment.
You can also join our Sales Management for Start-ups and SMEs Masterclass to help implement the tools and ideas in your organisation.