Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years’ experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.

Growth Acumen is a consultancy which works with medium and large businesses on overhauling B2B sales strategy. He’s also the author of the new book, Future Proof Sales Strategy.

The B2B sales profession is under unprecedented pressure - empowered customers, product commoditization, complex buying processes and the impact of technology have all dramatically altered the sales landscape. With over half of salespeople failing to meet quota, not only are current B2B sales methods being questioned – the very existence of the sales function is being discussed. 

Steven outlines seven key steps for sales and business leaders to transform their team’s performance and build a bulletproof sales machine – one that will generate revenue efficiently and profitability:
Implement the right structure
Recruit and promote the right talent
Develop a Red-Hot Lead generation capability
Build high-converting Middle-Of-The-Funnel (MOFU) capability
Leverage the Customer Experience and Referral Selling
Invest in Collaboration & Stakeholder Management
Focus on continuous change and improvement

Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years&rsquo; experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.
Growth Acumen is a consultancy which works with medium and large businesses on overhauling B2B sales strategy. He&rsquo;s also the author of the new book, Future Proof Sales Strategy.
The B2B sales profession is under unprecedented pressure - empowered customers, product commoditization, complex buying processes and the impact of technology have all dramatically altered the sales landscape. With over half of salespeople failing to meet quota, not only are current B2B sales methods being questioned &ndash; the very existence of the sales function is being discussed.&nbsp;
Steven outlines seven key steps for sales and business leaders to transform their team&rsquo;s performance and build a bulletproof sales machine &ndash; one that will generate revenue efficiently and profitability:
<ul>
<li>Implement the right structure</li>
<li>Recruit and promote the right talent</li>
<li>Develop a Red-Hot Lead generation capability</li>
<li>Build high-converting Middle-Of-The-Funnel (MOFU) capability</li>
<li>Leverage the Customer Experience and Referral Selling</li>
<li>Invest in Collaboration &amp; Stakeholder Management</li>
<li>Focus on continuous change and improvement</li>
</ul>

Talking Business is an inflight entertainment radio program on Qantas, hosted by Alan Kohler. Each month business leaders, entrepreneurs and innovators are interviewed about their expertise, businesses, and careers. This is where you can podcast all of the guests from Talking Business.

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