Are you a director, owner or senior manager of a UK small or medium enterprise (SME)? Do you have what it takes to succeed and prosper? Many SMEs: • Think sales is for salesmen only • Don’t target their sales/marketing • Don’t present their proposition in prospect/customer terms • Don’t support the selling process These companies are missing a trick and not realising their full sales potential. Time and time again promising companies with great products and competent sales people underplay their hands and lose business they should have won! There is no simple magic formula for success, but there is a framework. This book offers steps you can take to improve your business revenues and create a ‘selling culture’ throughout your company.
This book describes the journeys of a wide variety of individuals who seeks to put 'meaning' into their jobs. Many leave better paid employment to do more meaningful work and some manage to convince their employers to rebalance their employers business values and focus on more than ever increasing profits.
A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently.
You are likely to be one of four types of people (in no particular order):
An aspiring sales manager who wants to position him/herself for the sales manager role.
An existing sales manager who wants to understand what other businesses do in order to improve his/her own department.
A business executive looking to employ or promote someone for the sales management role.
A business owner who would like to gain a better understanding about sales management.
