Author : Thomas Baumgartner
Publisher : John Wiley & Sons
Page : 258 pages
File Size : 46,99 MB
Release : 2012-04-24
Category : Business & Economics
ISBN : 1118343514
Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
Page : 320 pages
File Size : 20,44 MB
Release : 2016-04-08
Category : Business & Economics
ISBN : 1119281091
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.
Author : Gloria Leifer
Publisher : Elsevier Health Sciences
Page : 339 pages
File Size : 47,39 MB
Release : 2012-10-15
Category : Medical
ISBN : 0323293565
This book provides introductory coverage of growth and development throughout the lifespan. The content emphasizes normal aspects as well as the unique problems and health promotion needs of each age and stage of development. It features a strong health promotion theme structured around Healthy People 2020 objectives. - Lifespan coverage from prenatal development to death helps students integrate concepts related to normal changes in each stage of the life cycle. - Coverage of current research and trends in health care provide readers with the most up-to-date, accurate information. - Health promotion and disease prevention, including Healthy People 2020 objectives, are highlighted throughout the book. - Cultural content is highlighted throughout the book and in new Chapter 3: Cultural Considerations in Health Care to encourage students to consider cultural implications at every stage of development. - Separate chapter on advanced old age and geriatrics (Chapter 14) discuss the theories, physiological changes, and psychological aspects of aging; health promotion and maintenance; and the role of health care providers in caring for the geriatric patient. All of this helps students understand how to maintain quality of life and promote health in advanced old age. - Teaching techniques for every developmental stage are part of a consistent chapter format and provide age-appropriate patient education tips. - Consistent chapter organization for each stage of growth and development makes information easy to access. - Critical Thinking scenarios and questions appear at the end of each chapter to help students consider all variables when planning care across the lifespan. - Student learning features include Objectives, Key Terms, Key Points, and Review Questions. - Appendix A includes the FDA's Recommended Child and Adult Immunization Schedules, providing essential health promotion information. - NEW Appendix B provides a Multilingual Glossary of Symptoms to enhance students' awareness of culturally sensitive care. - Glossary includes definitions of Key Terms and additional terms help students review concepts and terminology at a glance. - Bibliography is organized by chapter at the end of the book to facilitate additional research and study.
Author : Michael V. Marn
Publisher : John Wiley & Sons
Page : 306 pages
File Size : 19,16 MB
Release : 2004-04-12
Category : Business & Economics
ISBN : 0471690023
The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.
Author : John Care
Publisher : Artech House
Page : 407 pages
File Size : 10,54 MB
Release : 2014-07-01
Category : Business & Economics
ISBN : 1608077446
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
Page : 326 pages
File Size : 39,10 MB
Release : 2016-05-11
Category : Business & Economics
ISBN : 1119281083
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.
Author : Michael Griego
Publisher : Happy About
Page : 129 pages
File Size : 40,96 MB
Release : 2009
Category : Business & Economics
ISBN : 1607730324
Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, reduces the keys to sales effectiveness to 42 rules of successful salesmanship that apply to all selling efforts, from high-tech enterprise sales to the non-technology sales.
Author : Aaron Ross
Publisher : John Wiley & Sons
Page : 343 pages
File Size : 46,73 MB
Release : 2019-06-05
Category : Business & Economics
ISBN : 1119531691
Break your revenue records with Silicon Valley’s “growth bible” “This book makes very clear how to get to hyper-growth and the work needed to actually get there” Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working harder. There's a template that the world's fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. Pinpoint why you aren’t growing faster Understand what it takes to get to hypergrowth Nail a niche (the #1 missing growth ingredient) What every revenue leader needs to know about building a scalable sales team There’s no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!
Author : Joseph F. Hair, Jr.
Publisher : John Wiley & Sons
Page : 544 pages
File Size : 17,45 MB
Release : 2020-09-16
Category : Business & Economics
ISBN : 1119702836
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author : Debbie Bermont
Publisher : Source Communications
Page : 220 pages
File Size : 30,78 MB
Release : 2004-11
Category : Business & Economics
ISBN : 0970658648
This book shows you how to be wildly successful and accelerate your sales in any economic climate. Debbie Bermont reveals the Business Success Formula that is timeless, universal and will work for you no matter which way the economy is headed. This formula works for the start-up company, for someone who's been in business for years, for the sales professional who is trying to get more sales and for large corporations. The three principles behind the formula are the same for every company. Once you understand how they work and put them into practice, you will see that the applications are universal and the impact on your sales will be incredible.
