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’ll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You’ll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.
The author also presents:
* Strategies to help salespeople create and win new opportunities for revenue growth
* Ways to grow revenue when you’re required to deal with a ‘task force’ or team of decision-makers who seem bent on preventing any kind of meaningful change
* Methods for shortening an ever-lengthening sales cycle
An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand.
Table des matières
Prologue vii
Foreword ix
Introduction 1
Part I Foundations for Growth 13
Chapter 1 Vision 15
Chapter 2 Transformation 31
Chapter 3 Communication 47
Part II Taking the Lead 63
Chapter 4 Leadership Styles 65
Chapter 5 Decision-Making 83
Chapter 6 Strategy and Alignment 97
Part III Accountability, People, and Effectiveness 113
Chapter 7 Accountability 115
Chapter 8 Structures of Accountability 133
Chapter 9 People 145
Chapter 10 Effectiveness 161
Part IV An Eye to the Future 179
Chapter 11 Opportunities 181
Chapter 12 Forecasts 197
Chapter 13 Protecting the Sales Force 213
Chapter 14 Cadence 227
Chapter 15 Your Next Vision 241
Epilogue 253
Acknowledgment 255
About the Author 257
Index 259
A propos de l’auteur
ANTHONY IANNARINO spent twenty years selling and leading a sales force in the highly-commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.
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