Alex Moyle

Features interviews with senior professionals from well-known companies, giving first hand insight into how improving business development culture has led to transformative sales growth

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;