Leading growth the proven formula for consistently increasing revenue
"Increase revenue and achieve sustainable sales growth and success In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, NJ :
John Wiley & Sons, Inc
[2022]
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009703308706719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Prologue
- Foreword
- Introduction
- The Revenue Growth Formula
- External Challenges to Revenue Growth
- Internal Challenges to Revenue Growth
- How to Use This Book
- Part I Foundations for Growth
- Chapter 1 Vision
- What Do You Want?
- Why Do You Want It?
- Identifying Your Full Potential
- Identify the Changes Needed to Create Your Vision
- Addressing Threats to Your Vision
- Your Revenue Growth Goal
- Chapter 2 Transformation
- Barriers to Transformation
- Rules for Successful Transformations
- Next Steps
- Chapter 3 Communication
- What We Value and Why
- How We Win and Succeed
- Nine Primary Leadership Communications
- How to Repeat Yourself Without Saying the Same Thing
- Part II Taking the Lead
- Chapter 4 Leadership Styles
- The Democratic Consensus-Builder
- The Autocratic Style
- The Laissez-Faire Leader
- The Strategic Leader
- The Bureaucratic Leader
- The Transactional Leader
- The Transformational Leader
- Providing the Right Leadership During Prospecting
- The Empowering Recognition That Everything Is Your Fault
- Your Two Big Problems
- A Focus on Revenue Growth
- Chapter 5 Decision-Making
- Prioritizing Big Problems
- You Will Make Mistakes
- Decisions About Your Work
- Chapter 6 Strategy and Alignment
- The Two Major Sales Strategies
- Both Strategies, Two Sales Forces
- A List of Substrategies
- Alignment and Revenue Growth
- Imposing Your Strategy and Your Approach
- Organizational Alignment
- Part III Accountability, People, and Effectiveness
- Chapter 7 Accountability
- Balancing Autonomy and Discipline
- Psychological Safety and a Positive Culture
- Establishing Your Nonnegotiables
- Commitment Is Greater Than Compliance
- Chapter 8 Structures of Accountability
- Self-Reporting
- The Weekly Pipeline Meeting.
- Territory and Account Plans
- Prospecting Sequences
- Quarterly Internal Business Review
- Chapter 9 People
- The Competency Model
- The Two Ways You Acquire Talent
- How to Select Whom You Should Interview
- The First Priority Is Sales Effectiveness
- Chapter 10 Effectiveness
- The Technology Trap
- The Master Key to Revenue Growth Is Effectiveness
- How to Improve Effectiveness
- The Starting Point for Greater Effectiveness
- How to Develop Your Sales Force's Effectiveness
- Enabling Effectiveness in the Modern Sales Approach
- The Character Traits That Enable Effectiveness
- Part IV An Eye to the Future
- Chapter 11 Opportunities
- A Full Opportunity Review
- Deal Strategy: The Most Fun You Can Have at Work
- The Two Reasons to Join a Salesperson on a Sales Call
- Strategies for Sales Domination
- Winning Net New Revenue
- Chapter 12 Forecasts
- A Misunderstanding of Sales Math
- Generating Useful Sales Insights
- The Barbell Strategy
- Tracking Two Pipelines
- Improving Your Forecast Accuracy
- Managing Multiple Pipelines
- Making the Forecast Your Own
- Chapter 13 Protecting the Sales Force
- Non-Sales Tasks and Unclear Roles
- Operational Tasks and Role Clarity
- Don't Demote Strategic Salespeople
- Operational Problems and Hostage Situations
- Reps That Step to the Left
- Protecting Your Team from Pipeline Whiplash
- Beware Outsider Advice
- Product Pushers and Their Promises
- Tasks, Project Teams, and Feel-Good Initiatives
- Protecting Your Sales Force from Drama and Intrigue
- Chapter 14 Cadence
- Introducing Your Annual Theme
- Territory and Account Plans
- The Weekly Pipeline Meeting
- Opportunity Reviews
- Coaching Client Meetings
- Coaching Personal and Professional Development
- Coaching Time Management
- Sales Training and Development
- The Right Cadence
- Chapter 15 Your Next Vision.
- Assessing Your Activities
- Effectiveness Multipliers
- Asking for Additional Resources
- How to Use October
- Vision 2.0
- Leadership Is the Variable to Success
- The Two Types of Hierarchies
- Epilogue
- Acknowledgment
- About the Author
- Index
- EULA.
