Stevan Norman & Alex McNaughten on Scaling B2B Sales and Developing your Sales Playbook
A chat with Stevan Norman & Alex McNaughten on Scaling B2B Sales and Developing your Sales Playbook
Key Points of This Discussion
- Alex’s career background and the birth of his business
- Three key issues that are letting B2B sales functions down
- Avoiding the common mistakes and risks when trying to scale quickly
- The problem of a lack of strategy, implementation and predictability
- The importance of a sales playbook
- The problem of salespeople ‘churn’ and hidden costs associated
- The first steps and processes to have in place when ready to scale
- The place of individuality in sales approaches today
- The danger of relying on your product and it’s features to sell itself
- Taking the best parts of what founders are doing in sales and packaging it into a playbook for the sales team
- How best to build team capability and identifying gaps
- Simple and effective things that companies can do right now
- Creating a collaborative environment and culture amongst the team
A must-listen for leaders of any B2B sales team; but in particular those in the tech space that are looking to scale their business safely and efficiently.
Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.
