Iannarino Leading Growth

The Proven Formula for Consistently Increasing Revenue
1. Auflage 2022
ISBN: 978-1-119-89035-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 288 Seiten, E-Book

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.

Autoren/Hrsg.

Iannarino, Anthony

Inhaltsverzeichnis

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

Über Autor(innen)

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.