Book description
Growing a small business requires more than just sales
Business Development For Dummies helps maximise the growth of small- or medium-sized businesses, with a step-by-step model for business development designed specifically for B2B or B2C service firms. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing and management. It's not just sales! In-depth coverage also includes strategy, marketing, client management, and partnerships/alliances, helping you develop robust business practices that can be used every day. You'll learn how to structure, organise, and execute an effective development plan, with step-by-step expert guidance.
Realising that you can't just "hire a sales guy" and expect immediate results is one of the toughest lessons small business CEOs have to learn. Developing a business is about more than just gaining customers - it's about integrating every facet of your business in an overarching strategy that continually works toward growth. Business Development For Dummies provides a model, and teaches you what you need to know to make it work for your business.
Learn the core concepts of business development, and how it differs from sales
Build a practical, step-by-step business development strategy
Incorporate marketing, sales, and customer management in general planning
Develop and implement a growth-enhancing partnership strategy
Recognising that business development is much more than just sales is the first important step to sustained growth. Development should be daily - not just when business starts to tail off, or you fall into a cycle of growth and regression. Plan for growth, and make it stick - Business Development For Dummies shows you how.
Table of contents
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- Introduction
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Part I: Getting Started with Business Development
- Chapter 1: Introducing Business Development for Services Firms
- Chapter 2: Finding Damaging Gaps in Your Business Development
- Chapter 3: Diving Inside Your Customer’s Head
- Chapter 4: Using the Lifecycle to Your Advantage
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Part II: Planning for Business Development
- Chapter 5: Getting Ready for Business Development
- Chapter 6: Building Your Business Development Plan
- Chapter 7: Putting Your Plan into Action
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Part III: Making the Most of Marketing
- Chapter 8: Appreciating the Benefits of Marketing for Your Business
- Chapter 9: Driving Sales Success with Effective Marketing
- Chapter 10: Creating Your Marketing Plan
- Chapter 11: Automating Marketing – More Leads with Less Effort
- Chapter 12: Forming a Winning Team: Marketing and Sales Cohesion
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Part IV: Seeing What Sales Can Do for You
- Chapter 13: Becoming the Leader of the (Sales) Pack
- Chapter 14: Taking the Lead: Selling Under Control
- Chapter 15: Closing the Sale to Your Satisfaction
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Part V: Managing Your Customers for Business Success
- Chapter 16: Generating Success from the Customer Relationship
- Chapter 17: Joining Together to Maximize Business and Customer Value
- Chapter 18: Standing Tall To Get More Customers: Vertical Industries
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Part VI: Making Influential Friends: Partnerships
- Chapter 19: Seeking Partners for Mutual Benefit
- Chapter 20: Pursuing Your Plans for a Successful Partnership
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Part VII: The Part of Tens
- Chapter 21: Ten Regular Actions that Benefit Your Business
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Chapter 22: Ten Key Metrics to Watch
- Knowing How Big Your Sales Pipeline Needs to Be
- Maintaining the Right Number of Opportunities
- Shortening Your Sales Cycle
- Planning Projected Revenue
- Producing the Right Number of New Leads
- Assessing Planned versus Actual Revenue
- Checking Profitability by Customer
- Monitoring Cash Flow: Days Sales Outstanding
- Keeping the Customer Happy with Satisfaction Scores
- Minimizing Staff Attrition
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Chapter 23: Ten Great Resources for Business Development
- Discovering Online For Dummies Resources for Business Development
- Signing up for Business Insider
- Using the Business Training Institute
- Improving with Influence Ecology
- Casting a Wider Net with the American Marketing Association
- Getting Better with the Sales Management Association
- Blogging for Success: Sales Benchmark Index
- Being In with the In-Crowd: LinkedIn Groups
- Leading with Confidence: Vistage
- Contacting the Author: RainMakers US
- About the Author
- Cheat Sheet
- More Dummies Products
Product information
- Title: Business Development For Dummies
- Author(s):
- Release date: April 2015
- Publisher(s): For Dummies
- ISBN: 9781118962718
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