Natural Business Development: Unleash your people’s potential to spot opportunities, develop new business and grow revenue, reviewed

By Simon Cocking, review of Natural Business Development: Unleash your people’s potential to spot opportunities, develop new business and grow revenue. By  Isobel Rimmer, available from Amazon here.

Every organisation has people working directly with customers but who don’t think they’re ‘in sales’. These talented subject matter experts are highly trusted and are in the best position to spot opportunities, develop new business and grow revenue. They are your secret army who, with the right skills, can win more business and build even stronger relationships authentically and naturally. 

Natural Business Development is filled with tools and techniques to help your secret army develop their skills and confidence to connect with clients, understand their needs, sell more and ensure customers not only want to work with you more but will also recommend you to others. This book will help you: · Spot opportunities, win more business and grow revenue · Identify what really matters to your customer · Earn the right to have powerful conversations · Collaborate for long term success · Get greater commitment and buy in from customers

Natural Business Development: Unleash your people’s potential to spot opportunities, develop new business and grow revenue, reviewed

Sales is a challenge, not everyone likes to do it, and not everyone does it well. Also, as a company, if you are too prescriptive and make your team read the sales dialogue from a sheet then everyone knows it is formulaic and insincere, much like in the US when someone wishes ‘you have a nice day’ with the insincerity dripping from their words. In the early section of this book we were concerned that this was going to be a sales by the book approach. Thankfully as the book progressed it opens up and offers a wider approach and potential template for how to do sales well.

As the book continues it becomes more engaging and offers some interesting ideas and potential approaches to ensuring better engagement for your sales team. At the same time there will always be a tension between looking to train and empower a team and not reducing them to following a cookie cutter approach too. This book may help to give you some insights in how to roll out your own successful strategy in your company too.

You can also read more about her ideas here in this guest article that she wrote for us ->

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