Universities and educational programmes
Universities and educational programmes
Selling Interactions has a long history of providing highly engaging programmes for MBA and MSc students on business studies (See case histories here).
Sales and sales management themes are crucially important to marketing and entrepreneurship, and so we have developed many approaches to help students understand and apply these areas.
Anderson’s book “B2B Sales Management for Start-ups and SMEs” is an excellent resource for business students, being heavily referenced, and yet still written with a practical “how to” tone.
In “B2B Sales Management for Start-ups and SMEs,” Anderson Hirst brilliantly encapsulates the essence of digital transformation in sales, offering invaluable insights and methodologies that are indispensable in today’s rapidly evolving market. I highly recommend this book to educational institutions for courses in sales, sales management, entrepreneurship, and marketing. Its practical, research-led approach demystifies the complexities of sales, making it an essential guide for future leaders and innovators.
Johannes Habel, Associate Professor, University of Houston, C.T.Bauer College of Business
“This book is a long-overdue and unique. It is a treasure-trove of practical wisdom, distilled from thousands of pages of scholarship and research on selling and sales management, that can be immediately used by anyone in sales to drive growth and improve performance. These are not just anecdotes and ‘war stories’, but genuine insights based on high-quality scientific research, but presented in a way that any sales professional can take action on. A fantastic book, and a phenomenal achievement.”
Professor Nick Lee, Professor of Marketing, Research Environment Lead (Marketing) Warwick Business School.
We design bespoke workshops and training events to help students with practical application of sales & sales management skills, as well as intellectually challenging events on sales strategy and organisation.
Video explainer
“Small and Medium businesses make up half of the (UK) economy. Our research shows that most struggle with sales. This book fills a void, providing excellent explanations of all the aspects that make for an effective sales function. If you are serious about building a sales function that will grow your business, this is a must read.”
Guy Lloyd, Director, Institute of Sales Professionals
The Selling Interactions Difference: Our programmes are based upon our extensive research into sales best practice. Currently, our database holds details of over 2000 research cases. At the same time, 100% of our focus is on creating pragmatic, actionable training that sales people find invaluable in securing their targets. With a twin focus on attitude/ behaviour and strategy/process, Selling Interactions programmes equip participants with the best chances of sustainable success.
This book is for…
Universities:
Where marketing and entrepreneurship programmes are offered, B2B sales management for start-ups and SMEs offers an excellent support resource for students of business. It’s especially useful for MSc and MBA students, who want to be involved in start-ups, business development or commercial leadership roles. It fills an important gap in many marketing textbooks, where personal selling is an essential part of go-to-market strategy.
Your students will get:
- A comprehensive guide to setting up a sales organisation
- Academically referenced content to “dig deeper”
- Practical cases of Start-ups and SMES who have implemented great sales practices
- A wide variety of tools and models to help students analyse any B2B sales organisation and recommend improvements
- Selling Interactions can compliment the text with interactive experiential workshops and training events, based on real client examples
