Sales Growth Download Ebook PDF Epub Online

Author : McKinsey & Company Inc.
Thomas Baumgartner
Publisher : John Wiley & Sons
Release : 2016-05-11
Page : 320
Category : Business & Economics
ISBN 13 : 1119281083
Description :


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 : Jack Daly
Publisher : Advantage Media Group
Release : 2014
Page : 199
Category : Business & Economics
ISBN 13 : 9781599324388
Description :


Jack Daly stands above all others. His energy is matched only by his genius and understanding about what makes the best sales organizations. It's not commission strategies, it's not about glossy sales materials; it is about people.


Author : Jack Daly
Dan Larson
Publisher : Forbesbooks
Release : 2016-10-26
Page : 254
Category : Business & Economics
ISBN 13 : 9781599326412
Description :


As a salesperson, how much time do you spend learning proven sales techniques from your company's Top Producers? How much time do you spend practicing those techniques in-house, refining them with other team members before taking your final, polished approach on the road? And how much time each day or week does your Sales Manager spend helping you develop those high-performing techniques and processes?Same question for you, Sales Managers: How much of your day or week is dedicated to growing your sales team? How much time do you spend teaching or arranging for the mentoring or practicing of proven sales techniques? Are you teaching your salespeople how to fish, or are you just telling them how many fish they need to bring in to meet quota?In The Sales Playbook for Hyper Sales Growth, we not only delve into the necessity of developing these processes within a company but also provide valuable techniques, tools, and procedures that sales teams can begin implementing immediately.


Author : Thomas Baumgartner
Homayoun Hatami
Publisher : John Wiley & Sons
Release : 2012-03-28
Page : 256
Category : Business & Economics
ISBN 13 : 1118376196
Description :


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 : McKinsey & Company Inc.
Thomas Baumgartner
Publisher : John Wiley & Sons
Release : 2016-04-08
Page : 320
Category : Business & Economics
ISBN 13 : 1119281067
Description :


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 : BusinessNews Publishing
Publisher : Primento
Release : 2014-10-28
Page : 15
Category : Business & Economics
ISBN 13 : 2511024209
Description :


The must-read summary of Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book: "Sales Growth: Five Proven Strategies from the World's Sales Leaders". This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain that the leading U.S. and European companies would create greater value if they focused more on creating sales growth rather than achieving productivity improvements or greater operational efficiency. This summary will teach you the importance of sales and how they are the key to success. Added-value of this summary: • Save time • Understand key concepts • Expand your business knowledge To learn more, read "Sales Growth" and discover why you should start focusing your energy on increasing sales!


Author :
Publisher : DIANE Publishing
Release :
Page :
Category :
ISBN 13 : 1428906622
Description :



Author : Walter Tsuro
Publisher : Walter Tsuro
Release : 2019-11-01
Page : 68
Category : Business & Economics
ISBN 13 :
Description :


This first book, in the Business Growth Planning Series, presents ten essential sales growth planning concepts utilised by leading audit and advisory firms to help their clients overturn poor sales and make their best possible profits. Furthermore, each chapter in the book urges you to make firm commitments to take action toward growing your sales. Commitments empower you to overturn psychological roadblocks that stumble many company directors from taking crucial action that improves sales in both the short and perhaps, more significantly, in the long run. By pledging to take specific sales growth action, you automatically accomplish 80% of the sales growth process; for successful sales growth is generally 80% planning (strategy and psychological), and 20% implementation work.


Author : BusinessNews Publishing
Publisher : Must Read Summaries
Release : 2015-07-01
Page : 9
Category : Business & Economics
ISBN 13 : 2511035839
Description :


The must-read summary of Jack Daly's book: "Hyper Sales Growth: Street-Proven Systems and Processes. How to Grow Quickly and Profitably". This complete summary of the ideas from Jack Daly's book "Hyper Sales Growth” shows you how to maximise your sales. According to Daly, there are three factors that contribute to sales growth: 1. Vision: Paint a picture of your company’s direction and get people excited 2. People: Have the right people in the right positions 3. Culture: Create a workplace that employees enjoy going to These three factors can be developed to generate impressive sales growth in your company. Added-value of this summary: • Save time • Maximise your sales growth • Get customers and employees excited about your company To learn more, read “Hyper Sales Growth” and find out how you can develop the three key factors that lead to impressive sales growth!


Author : George Evans
Publisher : eBookIt.com
Release : 2013-05-22
Page : 32
Category : Business & Economics
ISBN 13 : 1456600109
Description :


Part 1 of the Executive Summary shows you a technique that will have you smashing targets like an adrenalin fueled downhill ride and not an uphill struggle. You're an owner/manager or senior exec in a corporation and flat out making your business a success. You've got snatched moments for inspiration and nuggets of wisdom but you want it delivered in fast and succinct way. The Executive Summary gets right to the point. It gives you the concept and some practical ways that the author has used them and leaves the rest to you.


Author : Thomas H. Brush
Publisher :
Release : 1998
Page :
Category : Cash flow
ISBN 13 :
Description :



Author : David J. Cichelli
Publisher : McGraw Hill Professional
Release : 2010-11-12
Page : 320
Category : Business & Economics
ISBN 13 : 0071742352
Description :


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 : Gerald Arthur Ericksen
Publisher :
Release : 2006
Page : 272
Category : Human capital
ISBN 13 :
Description :


This study contributes to the field of strategic human resource management by providing initial insights into the extent to which, and the conditions under which, workforce alignment leads to higher levels of firm performance. Using data collected from the CEOs of 196 small businesses, I develop a measure of workforce alignment and demonstrate that workforce alignment mediates the relationship between high-performance work system use and sales growth. I also show that firms that achieve workforce alignment through either internal scalability or external scalability (but not both) are more likely to obtain high sales growth than firms that achieve workforce alignment though HR stability. Finally, I reveal other circumstances such as involuntary turnover, contract worker use, and market volatility that moderate the relationship between workforce alignment and sales growth in expected and surprising ways. (Abstract).


Author : Pam Didner
Publisher : Kogan Page
Release : 2018-10-03
Page : 280
Category : Business & Economics
ISBN 13 : 9780749483647
Description :


Learn how market-leading companies such as Google, Cisco and Salesforce, have revolutionized their sales and marketing functions through sales enablement, and harness their experience to accelerate your own company's growth


Author : Victor Cheng
Publisher :
Release : 2010-05
Page : 202
Category : Business & Economics
ISBN 13 : 9780984183517
Description :


Victor Cheng deconstructs the management practices used by fast growing technology companies and adapts these practices for use in other industries. While most business books tout one new big idea that will magically solve all your problems, Extreme Revenue Growth provides a refreshingly different and practical approach, combining many cross- functional practices to create a blueprint for explosive growth.


Author : Darrell Amy
Publisher :
Release : 2020-05-11
Page :
Category :
ISBN 13 : 9781734774313
Description :


Would you like to grow revenue faster? Whether you own a company, lead a sales team, or work in marketing, we all share the same goal: revenue growth. Unfortunately, many companies are not growing as fast as they could be. You are running marketing campaigns. Your sales team is making calls. What's keeping you from growing faster? Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth! In this book, you will quickly discover which parts of your company's growth engine are not performing. You will find a big picture model for aligning marketing and sales to drive growth. Then, Darrell walks you step by step through how to improve each component of your growth engine.


Author :
Publisher :
Release : 1997
Page :
Category : Kansas
ISBN 13 :
Description :



Author : Phil Town
Publisher : Currency
Release : 2006-03-21
Page : 320
Category : Business & Economics
ISBN 13 : 0307345750
Description :


In this book, self-made millionaire Phil Towns will show you how he turned $1,000 into $1 million in only five years, and then proceeded to make many millions more. Before I became “Phil Town, teacher of investing principles to more than 500,000 people a year,” I was a lot like you: someone who viewed individual stock investing as way too hard to do successfully. As a guy who barely made a living as a river guide, I considered the whole process pretty impenetrable, and I was convinced that to do it right you had to make it a full-time job. Me, I was more interested in having full-time fun. So I was tempted to do what you’re probably doing right now: letting some mutual fund manager worry about growing your nest egg. Let me tell you why that decision could one day make you absolutely miserable. The fact is, because of natural market cycles, the mutual fund industry is likely to soon be facing twenty years of flat returns. That means that if you’ve got your nest egg tucked away in funds—especially the type found in most 401ks—your egg won’t get much bigger than it is now. Translation: Get ready for a retirement filled with lots of cold cuts, plenty of quality TV-watching time, and a place to live that’s too small to accommodate your visiting kids. I came to investing as a person who wasn’t great at math, possessed zero extra cash, and wanted a life—not an extra three hours of work to do every day. Fortunately, I was introduced to The Rule. Rule #1, as famed investor Warren Buffett will tell you, is don’t lose money. Through an intriguing process that I’ll clarify in this book, not losing money results in making more money than you ever imagined. What it comes down to is buying shares of companies only when the numbers—and the intangibles—are on your side. If that sounds too good to be true, it’s because the mind-set I’ll be introducing you to leads not to bets but to certainties. Believe me, if there were anything genius-level about this, I’d still be a river guide collecting unemployment much of the year. Part of the secret is thinking of yourself as a business owner rather than a stock investor. Part is taking advantage of today’s new Internet tools, which drastically reduce the “homework factor.” (We’re talking a few minutes, tops.) Part is knowing the only five numbers that really count in valuing a potential investment. And part—maybe the most important part—is using the risk-free Rule #1 approach to consistently pay a mere 50 cents to buy a dollar’s worth of a business. What I won’t waste your time with is fluff: a lot of vague parables reminding you of what you already know and leaving you exactly where you started. This is the real deal, folks: a start-to-finish, one-baby-step-at-a-time approach that will allow you to retire ten years sooner than you planned, with more creature comforts than you ever imagined.


Author : G. Ray Funkhouser
Robert R. Rothberg
Publisher : Microsoft Press
Release : 1987
Page : 261
Category : Business & Economics
ISBN 13 : 9781556150432
Description :



Author : Thomas Baumgartner
Homayoun Hatami
Publisher :
Release : 2016
Page : 320
Category :
ISBN 13 :
Description :


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 bo ...