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, Itau Unibanco, Lattice Engines, Mars, Merck, Nissan,
P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric,
Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Wurth. 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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