Who's Paying for Lunch

Are you a director, owner or senior manager of a UK small or medium enterprise (SME)? Do you have what it takes to succeed and prosper? Many SMEs: - Think sales is for salesmen only - Don't target their sales/marketing - Don't present their proposition in prospect/customer terms - Don't support the selling process These companies are missing a trick and not realising their full sales potential. Time and time again promising companies with great products and competent sales people underplay their hands and lose business they should have won! There is no simple magic formula for success, but there is a framework. This book offers steps you can take to improve your business revenues and create a 'selling culture' throughout your company. Your business will achieve benefits by: Effectively targeting your sales effort Tailoring your sales process Directing your marketing effort toward identified targets Helping your sales and support staff adapt to these changes Designed to help you work out what you need to do, each chapter outlines key 'go-to-market' activities and issues and provides you with a simple, self-check analysis at the end. Case studies in each section illustrate how other companies have implemented changes and successfully tackled obstacles to their growth. You are lucky. You are a small or medium-sized enterprise - an SME - and, therefore, your size can help you be flexible. You can make changes much faster than 'the big boys