Sales growth : five proven strategies from the world's sales leaders Thomas Baumgartner, Homayoun Hatami and Maria Valdivieso
By: Baumgartner, Thomas.
Contributor(s): Hatami, Homayoun | Valdivieso, Maria.Publisher: Hoboken, N.J. : Wiley, 2016Edition: 2nd ed.Description: xviii, 297 p. : ill.ISBN: 9781119281085.Other title: 5 proven strategies from the world's sales leaders.Subject(s): Sales | Marketing | Information technologyOnline resources: Download as an eBook
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STRATEGY 1 - FIND GROWTH BEFORE YOUR COMPETITORS DO: Look ten quarters ahead -- Mine growth beneath the surface -- Find big growth in big data. STRATEGY 2 - SELL THE WAY YOUR CUSTOMERS WANT: Master multichannel sales -- Power growth through digital sales -- Innovate direct sales -- Invest in partners for mutual profit -- Sell like a local in emerging markets. STRATEGY 3 - SUPERCHARGE YOUR SALES ENGINE: Tune sales operations for growth -- Pay more attention to presales -- Get the most out of marketing -- Build a technological advantage in sales. STRATEGY 4 - FOCUS ON YOUR PEOPLE: Manage performance for growth -- Build sales DNA. STRATEGY 5 - LEAD SALES GROWTH: Drive growth from the very top -- Make it happen. EPILOGUE: Reimagine sales growth.
Offers five strategies for successful sales growth, from how to beat the competition by looking forward to maximising emerging market opportunities. Draws on insights from 200+ sales leaders from a wide array of organisations and industries.