This blog accompanies the book Build your Sales Tribe – Sales in the Information Age which offers invaluable advice to Managers, Entrepreneurs or anyone wishing to establish a successful sales process with todays and future technology.
STEVE SCHRIER has been in multinational commercial roles for 25 years in the technology sector, including the UK and the Bay Area of San Francisco. Steve has been on the journey from start-up to exit several times in his career and focuses on high business growth through proven commercial engagement techniques.
‘We all make a living by selling but the skills and dynamics of sales are frequently overlooked or over-simplified. Build Your Sales Tribe seeks to remedy this. It is a powerful and compelling, but most of all practical, take on sales from Steve Schrier, someone who knows the reality of selling inside out.’
Stuart Crainer
co-founder – Thinkers50‘Brings sales right up to date’
Ian Hogg
Charman – FastPAYEFor book-related questions:
If you have questions about how to do something explored in the books, please first search the blog for related articles and tons of good advice from fellow readers, you can find more at the end of each relevant topic page. Also, see the “Topics” bar on the right-hand sidebar.
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BUY the book
If you are involved in building or running a commercial sales team all or parts of this book should be part of your critical path.
About the book
You can have the best product in the world with all the funding and ambition to go with it. But if you don’t have a successful commercial approach, scaling a business will be very difficult. And whilst there are many books on how to sell, little has been written about the more important problem – how do you go about building the commercial functions of a business that work most effectively?
Build Your Sales Tribe set outs to change that. Management, investors, and shareholders will find this book invaluable.
It also recognises that the world of sales has undergone a massive change. The world is becoming smaller, data is becoming bigger and communications and engagement are becoming easier.
Today buyers are empowered like never before. In smaller sales, those requiring little interaction, including most business-to-consumer (B2C) transactions, sales people are simply becoming order takers. But for more complex business-to-business (B2B) sales, which are becoming more commonplace as the business world changes, a well-structured commercial approach is important as never before.
But where are the sales people?
Finding good commercial people is a challenge and this is a resource that is going to get scarcer. Build Your Sales Tribe will guide the reader through setting up commercial functions, supplying tools and methods to build solid foundations and clear processes. This will allow a clear idea of the types of people and the functions they need to perform to build a successful commercial approach to B2B sales.
The book is designed to deliver advice and a series of practical projects on each of the topics that can be completed by the reader to make it work for them. It is designed to allow the reader to dip in and out using it as a reference tool when necessary.
The book covers:
Steve has held multinational commercial roles within for over 25 years. His journey has taken him from start-up to exit several times focusing on high growth through proven commercial engagement techniques. Steve believes that there is a problem which is going to get worse as the information age accelerates. Many B2B companies will continue to face serious challenges in forming and running a successful commercial approach. These are the tools he would like to share with any B2B company looking for a commercial structure to take their business on a high growth path. Steve has seen failures and mistakes along the way, and this is a chance to help other avoid those.
If you are involved in building or running a commercial sales team all or parts of this book should be part of your critical path.
