Writing in progress
Publication date: TBC
100% funded
60 backers

How to build an effective commercial team in the information age

You can have the best product in the world with all the funding and ambition to go with it. But if you don’t have a successful commercial approach, scaling a business will be very difficult. And whilst there are many books on how to sell, little has been written about the more important problem - how do you go about building the commercial functions of a business that work most effectively?

Build Your Sales Tribe set outs to change that. Management, investors, and shareholders will find this book invaluable.

It also recognises that the world of sales has undergone a massive change. The world is becoming smaller, data is becoming bigger and communications and engagement are becoming easier.

Today buyers are empowered like never before. In smaller sales, those requiring little interaction, including most business-to-consumer (B2C) transactions, sales people are simply becoming order takers. But for more complex business-to-business (B2B) sales, which are becoming more commonplace as the business world changes, a well-structured commercial approach is important as never before.

But where are the sales people?

Finding good commercial people is a challenge and this is a resource that is going to get scarcer. Build Your Sales Tribe will guide the reader through setting up commercial functions, supplying tools and methods to build solid foundations and clear processes. This will allow a clear idea of the types of people and the functions they need to perform to build a successful commercial approach to B2B sales.

The book is designed to deliver advice and a series of practical projects on each of the topics that can be completed by the reader to make it work for them. It is designed to allow the reader to dip in and out using it as a reference tool when necessary.

The book covers:

• Attitude and approach;

• Characteristics of good commercial people;

• Interview questions to ask;

• Targeting;

• Pricing models;

• Sales process;

• KPIs and measurement;

• Negotiation techniques;

• Account management;

• and many more topics.

Steve has held multinational commercial roles within for over 25 years. His journey has taken him from start-up to exit several times focusing on high growth through proven commercial engagement techniques. Steve believes that there is a problem which is going to get worse as the information age accelerates. Many B2B companies will continue to face serious challenges in forming and running a successful commercial approach. These are the tools he would like to share with any B2B company looking for a commercial structure to take their business on a high growth path. Steve has seen failures and mistakes along the way, and this is a chance to help other avoid those.

If you are involved in building or running a commercial sales team all or parts of this book should be part of your critical path.

Thank You!

Sunday, 2 June 2019

Hello! 

I wanted to let you know that today I reached 100% funding on this book project. I am so thrilled that you have supported this project and thank you very much for your generosity. I am looking forward to you getting the book with your name in it (if you elected to have it). 

I am told the publishing process takes 6-12 months. I am obviously keen to get it out as soon as possible but…

Thanks

Friday, 28 December 2018

Wow - many thanks for those that pledged! More than I expected on the first day! Will post regular updates here or the Sales Tribe company page: https://www.linkedin.com/company/sales-tribe

Thanks again,

Steve

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