42 Rules for Growing Enterprise Revenue by Shirman, Lilia -- Read -- Imperial Library of Trantor

Index

Cover Page Title Page Copyright Praise For This Book! Dedication Acknowledgments Contents Figures Foreword by Jill Konrath Intro Part I Relevance Is a Corporate Initiative

Rule 1 Rules Are Meant to Be Broken Rule 2 Relevance Is Multidimensional Rule 3 Your Organizational Structure Is Irrelevant Rule 4 Deposit Your Quarters in Sync Rule 5 Build Your Portfolio of Corporate Skills Rule 6 Quantum Theory Applies to Business Too

Part II Pursue Markets Where You Matter

Rule 7 Size Matters, and So Does Ability Rule 8 Markets Are Audiences and Needs Rule 9 Slice and Dice Your Market Rule 10 Know How Well They Know You Rule 11 Customers Are People, Not Segments Rule 12 Commit to Long Stays Abroad Rule 13 Mix with the Locals

Part III Cultivate Customer Collaboration

Rule 14 Relationships Happen Between Contract Renewals Rule 15 Hand the Pen to the Customer Rule 16 Stop Marketing, Start Collaborating Rule 17 Turn Your Pitch into a Conversation Rule 18 Ask Customers to Say “I Wish” Rule 19 Relevant References Are Farmed, Not Hunted

Part IV Context Defines Relevance and Value

Rule 20 Think Bottled Water, in a Desert Rule 21 Know What It’s For Rule 22 The Pudding Is in the Proof Rule 23 Build Logical Value Stories Rule 24 Compete on Experience Rule 25 Separate Education and Sales Rule 26 Use Services Strategically

Part V Succeeding with Solutions

Rule 27 Solution Selling May Suffice Rule 28 Mousetraps Don’t Eliminate Rodent Infestations Rule 29 The Orchestra Has Many Instruments Rule 30 You Don’t Have to Be the Conductor Rule 31 Ecosystems Power Solutions Rule 32 Get Ready, Set, Juggle!

Part VI Live in Your Customer’s Universe

Rule 33 If You’re Horizontal, Stand Up Rule 34 Select Target Verticals with Care Rule 35 Industry Specialization Can Start Small Rule 36 Define Your Specialization Road Map

Part VII Nurture Your Channels

Rule 37 Eliminate the Sales-Marketing Divide Rule 38 Educate Your Channels on What Matters Rule 39 Features Don’t Sell Products, Reps Do Rule 40 Put Training Wheels on Your Sales Initiatives Rule 41 Partners Are (Sales) People Too Rule 42 These Are Our Rules What Are Yours?

Appendix A Resources Appendix B Bibliography About the Author Your Rules 42 Rules Program Other Happy About Books

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