Sales Growth: Five Proven Strategies from the World’s Sales Leaders
£22.80
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.
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Additional information
| Publisher | 2nd edition (27 May 2016), Wiley |
|---|---|
| Language | English |
| Hardcover | 320 pages |
| ISBN-10 | 1119281083 |
| ISBN-13 | 978-1119281085 |
| Dimensions | 15.88 x 2.79 x 22.61 cm |
by Bryn T.
Whilst there are some good ideas in this book, being the sort of business owner that reads dozens of books a year on this and related subjects I was a bit underwhelmed by the contents. There is some good narrative on collaborating with customers and suppliers, multi-channel selling, data mining and other areas for potential growth, however I didn’t find anything that made me stop dead in my tracks and got the distinct impression this book is aimed at larger multi-tiered, international corporations rather than small businesses.
by Zipster Zeus
Excellent ‘how-to’ sales manual that challenges your existing approach and gives great advice on how to improve it. A simple but focused delivery makes for an accessible and supremely useful book that works across all sizes of business organisation and guaranteed to be well thumbed as time goes by.
by Andy K
This is quite educat8ive for all those involved in sales. It covers quite a lot of ground so almost all that you need to know is taken care of. From outpacing Competitors by anticipating market momentum, tips for selling in emerging markets, growth by tapping into big data, creating a long-term Sales DNA, and many more. I like that at the end of each Chapter there is an Interview with a prominent person and the Interview on matters related to the chapter.
by Garry Titterton
Insightful and actionable.
by Vendatum . com
Good Book – plenty of food for thought and very contemporary in its data
by Diogo Ramalho
Great book
by Grace Munyirwa
This will help anyone struggling to make sales to improve and beat the competition hands down.
It’s simple to read and can work for any size of business
by Mike Oxlong
Good read. Not ground breaking or revolutionary however – some great and useful points