Sales Growth · Five Proven Strategies From the World's Sales Leaders by Baumgartner, Thomas -- Read -- Imperial Library of Trantor

Index

Cover Contents Title Copyright Foreword Preface Strategy 1: Find Growth Before Your Competitors Do

Chapter 1: Look 10 Quarters Ahead

Surf the Trends Invest Ahead of Demand Make it a Way of Life

Chapter 2: Mine Growth beneath the Surface

Find the Pockets of Growth Look beyond Sales Keep it Easy for the Sales Team

Chapter 3: Find Big Growth in Big Data

Harvest Every Source of Big Data Get Personal in Selling Put Big Data at the Heart of Sales

Strategy 2: Sell the Way Your Customers Want

Chapter 4: Master Multichannel Sales

Blend Remote Sales and Field Sales Integrate Online and Offline Orchestrate Direct and Indirect Channels Bring Service Channels into the Fold

Chapter 5: Power Growth through Digital Sales

Optimize Fanatically and Often Get Social to Drive Growth Integrate Digital in a Great Multichannel Experience

Chapter 6: Innovate Direct Sales

Engage Customers Early Bring Your Expertise to the Table Pursue New Prospects Relentlessly

Chapter 7: Invest in Partners for Mutual Profit

Manage Partners as an Extension of Your Sales Force Confront Channel Conflict Head-On

Chapter 8: Sell Like a Local in Emerging Markets

Get on the Ground Overinvest in the Right Partners Build Talent for the Long Term

Strategy 3: Soup Up Your Sales Engine

Chapter 9: Tune Sales Operations for Growth

Give Sales Teams More Time to Sell Use Sales Operations to Benefit Customers

Chapter 10: Build a Technological Advantage in Sales

Arm the Sales Team with Insights Enable Channel Partners Gear Up for Analytics

Strategy 4: Focus On Your People

Chapter 11: Manage Performance for Growth

Coach Rookies into Rainmakers Set the Tempo of Performance It’s Not Just about Pay

Chapter 12: Build Sales DNA

Create a Culture for the Long Term Give Middle Managers a Starring Role Put Together the A-Team

Strategy 5: Lead Sales Growth

Chapter 13: Drive Growth from the Very Top

Challenge the Status Quo Galvanize Sales Teams Role Model Change Demand Results, Results, Results!

Chapter 14: Make it Happen

Start a Dialogue about Change Implement the Vision

Epilogue Sales Growth Online About the Authors Acknowledgments Index