Leading growth : the proven formula for consistently increasing revenue / Anthony Iannarino.

Format:

Book

Author/Creator:

Iannarino, Anthony, author.

Language:

English

Subjects (All):

Selling.

Sales management.

Leadership.

Physical Description:

1 online resource (291 pages)

Place of Publication:

Hoboken, NJ : John Wiley & Sons, Inc., [2022]

Summary:

"Increase revenue and achieve sustainable sales growth and success In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy"-- Provided by publisher.

Contents:

Cover

Title Page

Copyright Page

Contents

Prologue

Foreword

Introduction

The Revenue Growth Formula

External Challenges to Revenue Growth

Internal Challenges to Revenue Growth

How to Use This Book

Part I Foundations for Growth

Chapter 1 Vision

What Do You Want?

Why Do You Want It?

Identifying Your Full Potential

Identify the Changes Needed to Create Your Vision

Addressing Threats to Your Vision

Your Revenue Growth Goal

Chapter 2 Transformation

Barriers to Transformation

Rules for Successful Transformations

Next Steps

Chapter 3 Communication

What We Value and Why

How We Win and Succeed

Nine Primary Leadership Communications

How to Repeat Yourself Without Saying the Same Thing

Part II Taking the Lead

Chapter 4 Leadership Styles

The Democratic Consensus-Builder

The Autocratic Style

The Laissez-Faire Leader

The Strategic Leader

The Bureaucratic Leader

The Transactional Leader

The Transformational Leader

Providing the Right Leadership During Prospecting

The Empowering Recognition That Everything Is Your Fault

Your Two Big Problems

A Focus on Revenue Growth

Chapter 5 Decision-Making

Prioritizing Big Problems

You Will Make Mistakes

Decisions About Your Work

Chapter 6 Strategy and Alignment

The Two Major Sales Strategies

Both Strategies, Two Sales Forces

A List of Substrategies

Alignment and Revenue Growth

Imposing Your Strategy and Your Approach

Organizational Alignment

Part III Accountability, People, and Effectiveness

Chapter 7 Accountability

Balancing Autonomy and Discipline

Psychological Safety and a Positive Culture

Establishing Your Nonnegotiables

Commitment Is Greater Than Compliance

Chapter 8 Structures of Accountability

Self-Reporting

The Weekly Pipeline Meeting.

Territory and Account Plans

Prospecting Sequences

Quarterly Internal Business Review

Chapter 9 People

The Competency Model

The Two Ways You Acquire Talent

How to Select Whom You Should Interview

The First Priority Is Sales Effectiveness

Chapter 10 Effectiveness

The Technology Trap

The Master Key to Revenue Growth Is Effectiveness

How to Improve Effectiveness

The Starting Point for Greater Effectiveness

How to Develop Your Sales Force's Effectiveness

Enabling Effectiveness in the Modern Sales Approach

The Character Traits That Enable Effectiveness

Part IV An Eye to the Future

Chapter 11 Opportunities

A Full Opportunity Review

Deal Strategy: The Most Fun You Can Have at Work

The Two Reasons to Join a Salesperson on a Sales Call

Strategies for Sales Domination

Winning Net New Revenue

Chapter 12 Forecasts

A Misunderstanding of Sales Math

Generating Useful Sales Insights

The Barbell Strategy

Tracking Two Pipelines

Improving Your Forecast Accuracy

Managing Multiple Pipelines

Making the Forecast Your Own

Chapter 13 Protecting the Sales Force

Non-Sales Tasks and Unclear Roles

Operational Tasks and Role Clarity

Don't Demote Strategic Salespeople

Operational Problems and Hostage Situations

Reps That Step to the Left

Protecting Your Team from Pipeline Whiplash

Beware Outsider Advice

Product Pushers and Their Promises

Tasks, Project Teams, and Feel-Good Initiatives

Protecting Your Sales Force from Drama and Intrigue

Chapter 14 Cadence

Introducing Your Annual Theme

Territory and Account Plans

The Weekly Pipeline Meeting

Opportunity Reviews

Coaching Client Meetings

Coaching Personal and Professional Development

Coaching Time Management

Sales Training and Development

The Right Cadence

Chapter 15 Your Next Vision.

Assessing Your Activities

Effectiveness Multipliers

Asking for Additional Resources

How to Use October

Vision 2.0

Leadership Is the Variable to Success

The Two Types of Hierarchies

Epilogue

Acknowledgment

About the Author

Index

EULA.

Notes:

Description based on print version record.

Includes index.

Other Format:

Print version: Iannarino, Anthony Leading Growth

ISBN:

9781119890348

1119890349

OCLC:

1341268253