Do you have ambitious B2B sales goals, but your strategy isn't delivering? Are you hustling every day, but your sales pipeline isn't translating into closed deals? B2B Sales and Marketing Mastery is the essential guide to developing a strategy that drives consistent, reliable sales results. Packed with practical, actionable steps and complemented by online videos, this book will help you to: Understand the landscape in which your business operates and develop a roadmap to success Create your own sales and marketing playbook and align your culture, strategy, and processes Build a strong team that truly connects with customers Leverage powerful tools and techniques to optimize your pipeline and achieve high conversion rates Create a seamless sales process that guides prospects effortlessly from lead to close
Mads Winther is a provocateur in sales and marketing with over twenty-five years' experience of turning potential into performance. He has worked with startups, SMEs and corporate giants across industries to inspire disciplined, value-driven sales strategies that benefit all stakeholders. As an associate professor in strategy implementation and a founder of multiple companies, Mads understands that sales isn't just about grit but about crafting smart plans- because if you're not thinking ahead, you're already behind.
Introduction - Part One: How To Craft A Powerful Sales And Marketing Strategy - 1 The Game Has Changed - 2 The Core Factors - 3 External Vs. Internal Factors - 4 The Customer Journey - 5 Change In Buyer Behavior - 6 Exploring Partnership - 7 Who Are You Targeting? - Part Two: Structure And Process - 8 Achieving Sales Efficiency - 9 Optimizing The Sales Process - 10 Ensuring A Healthy Pipeline - 11 Achieving The Highest Win Rate Possible - Part Three: Culture: The Key To Delivering An Awesome Customer Experience - 12 Getting Your Team To Think Right - 13 Getting Your Team To Feel Right - 14 Getting Your Team To Act Right - 15 Sales Playbook - Conclusion - References - Acknowledgments - The Author
'B2B Sales and Marketing Mastery provides sales leaders with a clear and structured path to navigate the modern B2B landscape and address its challenges more effectively. With his energy and holistic approach, Mads Winther brings a fresh perspective to developing sales organizations.' - Matt Dixon, Co-founder, DCM Insights, and co-author of The Challenger Sale and The JOLT Effect 'B2B Sales and Marketing Mastery is a game-changer for sales professionals and leaders looking to elevate their approach and achieve consistent, measurable results. Whether you're a seasoned sales leader or just starting out in the field, you'll find the strategies outlined in this book easy to understand and implement. It's not just a theoretical guide-it's a practical playbook for mastering the complexities of B2B sales and marketing in today's ever-evolving business environment. If you're looking for a way to bridge the gap between ambition and results, look no further.' - Karina Burgdorff Jensen, Assistant Professor, UCN Aalborg Denmark
