Business development culture : taking sales culture beyond the sales team / Alex Moyle.

Includes bibliographical references and index.

Introduction to business development culture -- Adapting to change is the new normal -- The challenges of a changing market -- The challenge of cultural change -- Building a customer focus into your team -- Building the case for change : educating and inspiring your team -- Do your teams understand your customers? -- Creating a compelling, company-wide value proposition -- Streamlining the buying process throughout your business --Aligning company and personal goals-- Do you know what your employees want? -- Prioritizing the alignment of company and employee goals -- Avoid the smart dumb paradox : your team is a goldmine of ideas -- Creating a mutually productive work environment -- Why collaboration is key to integrating sales culture -- How to build confidence and capability -- Successful performance management in a business development context -- Conclusion : a quick recap -- Index.