Chapter 4 B2B personal selling under the microscope What are the essential elements of typical B2B selling?
The purpose of this chapter
It’s difficult to scale a sales organisation if we don’t know what good selling looks like. Many start-ups are founded by individuals with a brilliant idea and the drive to make it happen. And yet, just by the law of numbers, not many founders have prior sales experience, so selling their idea can be challenging. Similarly, many of those responsible for growth in Small and medium enterprises (SMEs) may have had limited exposure to excellent sales approaches.
For this reason, this chapter lays out the essential basics of B2B selling to help you get started if you feel this is ...
Get Sales Management for Start-ups and SMEs now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
