Sales Strategy For Business Growth

Author : McKinsey & Company Inc.,Thomas Baumgartner,Homayoun Hatami,Maria Valdivieso de Uster
Publisher : John Wiley & Sons
Page : 326 pages
File Size : 47,8 Mb
Release : 2016-05-11
Category : Business & Economics
ISBN : 9781119281085

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Sales Growth by McKinsey & Company Inc.,Thomas Baumgartner,Homayoun Hatami,Maria Valdivieso de Uster Pdf

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Author : Julian Clay
Publisher : Thorogood Publishing
Page : 152 pages
File Size : 40,8 Mb
Release : 2013-06
Category : Sales management
ISBN : 8210379456XXX

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Sales Strategy for Business Growth by Julian Clay Pdf

This book is designed to help business owners construct and implement their sales strategy. Understanding how a sales team operates within a changing environment and having a proactive approach will have a big impact on a company's future success.

Author : Anonim
Publisher : Thorogood Publishing
Page : 152 pages
File Size : 45,6 Mb
Release : 2024-06-30
Category : Electronic
ISBN : 8210379456XXX

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Sales Strategy for Business Growth by Anonim Pdf

Author : Thomas Baumgartner,McKinsey and Company,Homayoun Hatami,Jon Vander Ark
Publisher : John Wiley & Sons
Page : 258 pages
File Size : 40,8 Mb
Release : 2012-04-24
Category : Business & Economics
ISBN : 9781118343517

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Sales Growth by Thomas Baumgartner,McKinsey and Company,Homayoun Hatami,Jon Vander Ark Pdf

Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.

Author : Frank Cespedes
Publisher : Harvard Business Review Press
Page : 329 pages
File Size : 45,5 Mb
Release : 2014-08-12
Category : Business & Economics
ISBN : 9781422196083

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Aligning Strategy and Sales by Frank Cespedes Pdf

"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.

Author : Bush Wes
Publisher : Unknown
Page : 276 pages
File Size : 55,9 Mb
Release : 2019-05
Category : Business & Economics
ISBN : 1777119316

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Product-Led Growth by Bush Wes Pdf

"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Author : Thomas Baumgartner,Homayoun Hatami,Jon Vander Ark
Publisher : John Wiley & Sons
Page : 258 pages
File Size : 45,5 Mb
Release : 2012-03-28
Category : Business & Economics
ISBN : 9781118376195

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Sales Growth by Thomas Baumgartner,Homayoun Hatami,Jon Vander Ark Pdf

A comprehensive guide to how companies can drive sales growth Finding growth today can be an enormous challenge for companies in a complex and fast-changing business environment. There are no simple solutions, but in Sales Growth, experts from McKinsey & Company provide a practical blue-print for achieving this goal by revealing what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you'll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Based on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizations Offers real-life examples of how successful sales leaders overcame the challenges encountered in the quest for growth Contains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more Created by sales executives for sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.

Author : Brian Tracy
Publisher : AMACOM
Page : 128 pages
File Size : 55,8 Mb
Release : 2015-04-29
Category : Business & Economics
ISBN : 9780814436288

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Business Strategy (The Brian Tracy Success Library) by Brian Tracy Pdf

Taking control of your company’s destiny starts with planning strategically from the beginning. How will you determine if your company has succeeded if you can’t base its performance on a well-defined business strategy? A strategic plan, established at your venture’s birth, helps crystalize the future of the organization--mapping a clear path from where the company stands today to where you wish it to be. Setting a business strategy enables you to develop absolute clarity on priorities, organize resources, and get better results than ever before. Renowned business author Brian Tracy has provided a simple path to creating the specific business strategy needed for your company’s success. In Business Strategy, Tracy will help you discover how to: Ask the five key questions vital to any strategic plan Determine a corporate mission that lifts and inspires people Define themselves in relation to their competition Reposition their business with new products, services, and technology Anticipate crises, and more! Incorporating wide-ranging examples--from Alexander the Great to IBM to General Electric--this concise, practical guide gives readers proven ideas for increasing their company’s bottom line and maximizing their strengths and opportunities. The path to success starts at the beginning!

Author : Vinay Couto,John Plansky,Deniz Caglar
Publisher : John Wiley & Sons
Page : 296 pages
File Size : 49,9 Mb
Release : 2017-01-10
Category : Business & Economics
ISBN : 9781119268536

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Fit for Growth by Vinay Couto,John Plansky,Deniz Caglar Pdf

A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States

Author : David J. Cichelli
Publisher : McGraw Hill Professional
Page : 316 pages
File Size : 47,9 Mb
Release : 2010-11-12
Category : Business & Economics
ISBN : 9780071742351

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The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth by David J. Cichelli Pdf

Can you handle SUCCESS? With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time. At long last, a solution to this common problem is at hand. It’s called the Sales Growth ModelTM. Created by David Cichelli and his team at the Alexander Group, a leading sales effectiveness consulting company, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In The Sales Growth Imperative, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue— and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one: STAGE 1: START–UP Growth at an accelerating rate Challenges: adding additional selling capacity STAGE 2: VOLUME GROWTH Growth at a declining rate Challenges: finding new customers, keeping current ones, and launching new products STAGE 3: RE-EVALUATION Little to no growth Challenges: price management and cost reduction STAGE 4: OPTIMIZATION Profitable revenue growth Challenges: new value proposition, reaching new markets, and specialization As growth rates change, new sales solutions are necessary. You need to anticipate and execute your own successful sales strategy accordingly. Don’t let growth become an obstacle to success. the culmination of 30 years of experience consulting for such companies as FedEx, Verizon, American Express, HSBC, and Starbucks, the Sales Growth Model is the only way to ensure smooth sailing through the surprisingly troubled waters of success. “David’s expertise regarding compensation and sales effectiveness is clearly articulated in The Sales Growth Imperative. This book outlines effective tools that can be used at each stage of your business growth.” —Bruce Dahlgren, Senior Vice President, Managed Enterprise Solutions, HP Imaging and Printing Group “Interested in growing your sales? David Cichelli has crafted a comprehensive guide marketing professionals can use to understand and work effectively with their sales teams. . . . If you are in marketing and need to work with your sales force, get this book!” —John L. Graham, Professor of Marketing, The Paul Merage School of Business, University of California, Irvine

Author : Jeremy Miller
Publisher : Dundurn
Page : 277 pages
File Size : 40,6 Mb
Release : 2015-01-10
Category : Business & Economics
ISBN : 9781459728127

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Sticky Branding by Jeremy Miller Pdf

#1 Globe and Mail Bestseller 2016 Small Business Book Awards — Nominated, Marketing category Sticky Brands exist in almost every industry. Companies like Apple, Nike, and Starbucks have made themselves as recognizable as they are successful. But large companies are not the only ones who can stand out. Any business willing to challenge industry norms and find innovative ways to serve its customers can grow into a Sticky Brand. Based on a decade of research into what makes companies successful, Sticky Branding is your branding playbook. It provides ideas, stories, and exercises that will make your company stand out, attract customers, and grow into an incredible brand. Sticky Branding’s 12.5 guiding principles are drawn from hundreds of interviews with CEOs and business owners who have excelled within their industries.

Author : Matt Nyberg,Joseph M Buron,Kevin Krone,Dave Millheiser,Paul A Gangi, III,Stephen T Eckhart
Publisher : Unknown
Page : 0 pages
File Size : 51,8 Mb
Release : 2010
Category : Business
ISBN : 0314267166

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Implementing a Successful Sales Strategy by Matt Nyberg,Joseph M Buron,Kevin Krone,Dave Millheiser,Paul A Gangi, III,Stephen T Eckhart Pdf

Implementing a Successful Sales Strategy is an authoritative, insiders perspective on planning, executing, and maintaining a winning sales strategy to keep your company profitable and ahead of the competition. Featuring sales and marketing executives from some of the top companies in the nation, this book provides best practices for defining the scope of impact for your customers, developing strategic partnerships both inside and outside of your organization, and creating an effective brand with a unified message. From identifying key talent to implementing focused training programs, this book provides the reader with the essentials for empowering sales employees, staying informed of market trends, and encouraging a collaborative culture across the organization. Additionally, the executives discuss the importance of feedback and communication, how to broaden visibility, the advantages of using new technology for expansion, and strategies for improving customer relationship management. Underscoring that a profitable sales model is no longer built on quick, easy sales, the authors share their ideas for adopting a value-added approach, anticipating customer needs, and providing continued support to existing customers long after the point of purchase. The different niches represented and the breadth of perspectives presented enable readers to get inside some of the leading sales minds of today, as these insiders offer up their thoughts around creating a powerful sales strategy that engages the customer and involves every employee in the company, not just those directly in sales.

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 49,5 Mb
Release : 2016
Category : Business & Economics
ISBN : 9780198706632

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

Author : Jill Slupe
Publisher : Rule of Thumb
Page : 0 pages
File Size : 42,8 Mb
Release : 2012-06
Category : Business & Economics
ISBN : 1608080609

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Rule of Thumb by Jill Slupe Pdf

Why are some businesses more successful than others? The most successful businesses in the world don't have complicated secrets to their success. They have one simple thing that draws success to them magnetically: a well-defined sales strategy. Jill Slupe, founder of the sales acceleration firm Verde Martin, has successfully led businesses to sales growth for more than two decades. Rule of Thumb: A Small Business Guide to Sales Strategy shares practical insights and methods you can use to accelerate sales in your own business and enjoy the success you desire. You will learn: 1) How to accurately analyze your business 2) How to identify and develop your sales goals 3) How to implement goal attaining strategies to drive revenue. 4) How to market and position your brand and more!

Author : Christopher Bates
Publisher : Crmpdx
Page : 152 pages
File Size : 55,5 Mb
Release : 2013-03
Category : Electronic
ISBN : 0988936011

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Profitable Routines by Christopher Bates Pdf

Is your sales team out of sync with your market? Have your sales strategies and habits run their course, and lost their oomph? Has your team lost focus... are you feeling overworked and overstressed? The heart of sales is your belief... the moral compulsion that you can help improve someone's quality of life. But each week presents a series of tests to prove your ability to serve your target market - from the value of your product or service, to how well you address your customers' needs. Do your sales strategies still resonate? Are you maximizing every hour of every day? Profitable Routines is about RE-ALIGNMENT - so that every conversation has more impact. Profitable Routines is about improved EFFECTIVENESS - not just learning another process or making more work. Profitable Routines is about reducing your stress and making your life easier, making every conversation and activity more focused and PRODUCTIVE. The Profitable Routines sales strategies, plans, and techniques can help you: Realign your sales efforts with your target market, to maximize every call, email, and visit Change your work habits to accelerate your productivity Triage your target market to find quick and easy wins Meet sales goals and grow revenue Increase focus and stop thrashing Stay productive, in and out of the office Design simple tracking systems for everything Profitable Routines is a guide to help you create the sales plan that will help you sell.