Build Your Sales Tribe: Sales in the Information Age

The world of sales is undergoing amassive change: the world is getting smaller, data is getting bigger,communication is becoming easier, and buyers are empowered like never before.

BuildYour Sales Tribe is a manual for navigating this change and bringing yourbusiness into the future. It is based on a fundamental tenet: if you don't havea solid commercial approach, scaling a business is near impossible. In theInformation Age, generalist salespeople for 'simple sales', those by mostbusiness-to-consumer (B2C) and some business-to-business (B2B) organisations,are becoming redundant. Businesses need the right approach to more complexsales – one that has value for both the buyer and seller.

This book guides the reader throughsetting up functions and foundations that will allow them to build a successfulapproach to sales and find the right salespeople for the job. It deliversadvice and offers a series of practical projects on a wide range of topics frominterview questions to targeting customers, pricing models to measurement,ethical approaches in selling to diversity and inclusion, negotiationtechniques to account management and much, much more.