Future Proof Sales Strategy - Norman, Steven
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The B2B sales profession is under tremendous, unprecedented pressure. Empowered customers, product commoditization, more complex buying processes and the impact of technology have all dramatically altered the sales landscape. With over half of salespeople failing to meet quota, not only are current B2B sales methods being questioned - the very existence of the sales function is being discussed. There's a huge cull going on and a wide gap between those that are thriving and those being eliminated. So how do hard-pressed business and sales leaders sort through the plethora of advice and sales…mehr

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Produktbeschreibung
The B2B sales profession is under tremendous, unprecedented pressure. Empowered customers, product commoditization, more complex buying processes and the impact of technology have all dramatically altered the sales landscape. With over half of salespeople failing to meet quota, not only are current B2B sales methods being questioned - the very existence of the sales function is being discussed. There's a huge cull going on and a wide gap between those that are thriving and those being eliminated. So how do hard-pressed business and sales leaders sort through the plethora of advice and sales tools out there, and find the right answers? Written by B2B sales expert Steven Norman, Future Proof Sales Strategy teaches sales and business leaders seven steps to transform their team's performance and build a bulletproof sales machine - one they can point at a market with confidence, knowing it will generate revenue efficiently and profitably. This tried and tested framework targets every step of the sales process - from acquisition to retention, hiring the right team to accelerating performance, from stakeholder engagement to change management. The end result? More deals, more profit, career growth and a seat with the C-suite.
Autorenporträt
Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years' experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.