Gordon McAlpine is a sales guru and serial entrepreneur. After a stellar start to his sales career at Astra Zeneca, he co-founded tech start-up BigHand from his living room, and as Sales & Marketing Director was responsible for driving the global Scale Up to successful exit. In 2010, he appeared on Channel 4's 'The Secret Millionaire' TV programme, visiting Govan in Glasgow to live undercover and give away tens of thousands of £s of his own money to local charities. He founded (and exited) the world's first membership club for sales leaders, and as a Business Fellow at Strathclyde University Business School and a Tech London Advocate he is involved in inspiring and mentoring the rising stars of British entrepreneurship.
Preface: Achieving The Dream Introduction Scale up through sales Creating a special enterprise Open your mind, commit to action and apply the process Chapter 1: Proposition Product reality check - is it good enough to sell? World-class propositions from world-class companies The Why - the emotional bit The Value - the logical bit The power of practice Chapter 2: Passion and Founder Selling Passion is a powerful sales tool No excuses! Three steps to getting good at founder selling Three steps to key skills Start your scale-up with passion and founder selling Chapter 3: Sales Reality Check Debunking the myths Modern selling: your opportunity Chapter 4: Pipeline Creating your pipeline Who are your target customers? Niche focus Focus on building your pipeline Your pipeline at the core of your sales focus Chapter 5: People What will your sales culture look like? Ten Top Tips for hiring your perfect team Leadership - what kind of leader are you going to be? Building the performance of your people Chapter 6: Performance 1, Prepare for your Perfect Sales Meeting Meetings with multiple decision makers What do we mean by 'performance'? Why would a prospect agree to meet with you? Building a top sales meeting Sales meeting model: SPQ SPQ Model Chapter 7: Performance 2, The First Half of the Meeting Before you rush into the meeting 106 Quarter 1: Rapport Quarter 2: Curiosity Chapter 8: Performance 3, The Second Half of The Meeting Quarter 3: Demonstration Quarter 4: Progression Chapter 9: Precision What is precision? Precision in scale-up sales Precision makes the difference Chapter 10: Time to Take Action Business is tough, so tough it out You've got one chance - use it Lead with your passion Enjoy the journey Know when it's time to exit Just do it Epilogue: The Secret Millionaire
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