E162 | How to Build an Effective Commercial Sales Team in the Information Age with Steve Schrier

If you’re wondering what you can do to improve your sales function, but you’re not a salesperson yourself, then don’t miss Steve Schrier on this episode of The Melting Pot. 

Steve knows sales. He’s been a salesman, he’s run sales, he’s consulted on selling. His focus isn’t on transactional one off sales, he sees sales as more deal making, consultative selling, doing deals in negotiating. In particular, as the business world moves towards an annual or monthly recurring revenue model with longer customer life cycles, rather than one off deals, Steve decided to help people get their sales function in order to write a book about it. 

Build Your Sales Tribe is a step by step guide for non sales managers, i.e. not salespeople, who are looking for a commercial structure to take their business on a high growth path and need to know everything about building and managing a sales organisation.

In this conversation, Steve shares a little bit about his background, but the chat is mainly about the things he felt compelled to capture in the book, the things that non sales people wouldn’t know, but need to know to grow their business in the Information Age. 

This is a fantastic conversation with Steve, we’re sure you’ll enjoy it as much as we did. 

On today’s podcast:

• Build your sales tribe
• Developing B2B sales
• The need for customer success
• 3 different types of salespeople
• The lack of sales management training
• The issue with commission

Links:

• Build Your Sales Tribe
• Twitter – @SalesTribeLtd 
• LinkedIn – Steve Schrier
• Website – https://www.salestribe.co.uk/