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Baumgartner, Thomas

Sales Growth: 5 Proven Strategies from the World's Sales Leaders

Baumgartner, Thomas - Sales Growth: 5 Proven Strategies from the World's Sales Leaders, ebook

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ISBN: 9781119281061
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A blueprint for sustainable growth based on world-class sales leadership

Sales Growth details McKinsey & Company's essential insights on enhancing global sales in any organization. Based on research from more than 200 sales leaders at global companies, the strategies presented here form the foundation of sustainable growth for any business. From identifying growth opportunities before your competitors, to optimizing direct and indirect channels, to embedding excellence in the sales organization this book provides key insights to help you drive growth and build capabilities both now and in the future. This updated second edition has new chapters on why presales deserves more attention, how to get the most out marketing, and how technology and outsourcing could entirely reshape the sales function.

More than 30 stand-alone interviews with sales leaders at the top of their industries make two things clear—sales are critical to growth, and it's the sales leaders that drive sales. This book shows you what you could be doing differently, with proven strategies from leading global organizations.

  • Be the first to spot new growth opportunities
  • Serve diverse customers with divergent needs
  • Drive growth with technology and sales operations
  • Build capabilities for the short and long term
  • Be courageous in leadership

How does an organization grow in the face of economic uncertainty? How do some companies find new markets and opportunities before everyone else? How can a company expand beyond its usual customer base without losing ground? These questions are universal, and a time-tested blueprint for sales growth—drafted by sales executives for sales executives—is the answer. Sales Growth provides expert insight and a practical framework for long-term growth at any company, in any industry, in any market.

Keywords: Sales Growth: 5 Proven Strategies from the World's Sales Leaders, McKinsey & Company, Thomas Baumgartner, Homayoun Hatami, Maria Valdivieso de Uster, sales leadership, sales management, sustainable growth, innovation growth, global sales, growth blueprint, growth framework, global sales framework, growth opportunities, emerging markets, sales and growth, driving sustainable growth, technology-driven growth, global sales strategy, world-class sales, sales innovation, McKinsey sales strategies, McKinsey growth strategies, near-term growth, long-term growth, multichannel deployment, sales operations, Sales Growth: 5 Proven Strategies from the World's Sales Leaders, McKinsey & Company, Thomas Baumgartner, Homayoun Hatami, Maria Valdivieso de Uster, sales leadership, sales management, sustainable growth, innovation growth, global sales, growth blueprint, growth framework, global sales framework, growth opportunities, emerging markets, sales and growth, driving sustainable growth, technology-driven growth, global sales strategy, world-class sales, sales innovation, McKinsey sales strategies, McKinsey growth strategies, near-term growth, long-term growth, multichannel deployment, sales operations, Sales Management

Author(s)
 
 
 
Publisher
John Wiley and Sons, Inc.
Publication year
2016
Language
en
Edition
2
Page amount
320 pages
Category
Economy
Format
Ebook
eISBN (ePUB)
9781119281061
Printed ISBN
9781119281085

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