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Shipley Asia Pacific
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Shipley Asia Pacific: Business Development - Support leaders improve their BD as a process, not a job description. e.g. full BD-CMM - aka Market Entry, Segment Positioning, Capture Planning & Coaching, Bid and Proposal Planning and Management, Customer Success Stories
Curated by
Jeremy Pollard
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Ok - you own a sales process. Revenue targets. Sales Managers & reps, commission scheme, forecasting. Maybe even some lead generation. But for the last decade the biggest shift has been outside your control. And it's not your competitors. It is the rise & rise of the trained, professional buyer. Do yourself a huge favour. Read this book. Learn how the other side thinks. Understand why the procurement discipline is handing the old-school sales discipline a big can of whoop-ass.