Anderson Hirst has worked with over 300 international clients over 25 years as a consultant and trainer in sales. With an MBA focusing on sales, behaviour and change themes, he brings a unique evidence-based discipline to his work, demystifying the black box of sales for clients. Today, he is actively involved in working with start-ups and SMEs to help them design and implement effective B2B sales strategies for growth.

Introduction. Who is this book for? How to use this book. A word on sales technology. Learn by doing. Chapter 1: The scalable sales organisation. Chapter 2: Your sales strategy and growth model. Chapter 3: Defining your sales process and customer journey. Chapter 4: B2B Personal selling under the microscope. Chapter 5: Your unique sales methodology. Chapter 6: Lead generation. Chapter 7: Your unique value proposition and pricing. Chapter 8: Sales organisation structures. Chapter 9: The work of sales managers in start-ups and SMEs. Chapter 10: Targets, forecasts, budgets and KPIs. Chapter 11: Pipeline and opportunity management. Chapter 12: Sales technology. Chapter 13: The vital importance of sales training. Chapter 14: Account Management. Chapter 15: Compensation, incentives and prizes. Chapter 16: Recruitment and onboarding. Chapter 17: Working with partners and resellers. Chapter 18: Evolving your sales organisation