Adopt a sales-orientated approach to your business and facilitate the same attitude throughout your company's culture, by ensuring the objective of generating business profit is embraced by the entire organization - not just the sales team - to achieve long term growth. Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis. Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive 'feast and famine' sales patterns. Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team. Easily tailored to maximize current processes, this book features numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels. This invaluable guidance is supporting by impactful interviews from across the industry. Insightful, practical and directly relevant, it is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.
Chapter - 00: Introduction to business development culture; Section - PART ONE: Adapting to change is the new normal; Chapter - 01: The challenges of a changing market; Chapter - 02: The challenge of cultural change; Section - PART TWO: Building a customer focus into your team; Chapter - 03: Building the case for change - educating and inspiring your team; Chapter - 04: Do your teams understand your customers?; Chapter - 05: Creating a compelling, company-wide value proposition; Chapter - 06: Streamlining the buying process throughout your business; Section - PART THREE: Aligning company and personal goals; Chapter - 07: Do you know what your employees want?; Chapter - 08: Prioritizing the alignment of company and employee goals; Chapter - 09: Avoid the smart dumb paradox - your team is a gold mine of ideas; Section - PART FOUR: Creating a mutually productive work environment; Chapter - 10: Why collaboration is key to integrating sales culture; Chapter - 11: How to build confidence and capability; Chapter - 12: Successful performance management in a business development context; Chapter - 13: Conclusion - a quick recap;