Книга "Sales Growth. Five Proven Strategies from the World's Sales Leaders" представляет собой обновленное издание, которое поможет руководителям и организациям, занимающимся продажами, преодолеть сложности и добиться постоянного роста продаж. Книга основана на опыте более 200 успешных глобальных лидеров продаж из различных организаций и индустрий, которые делятся своим опытом и примерами того, как они преодолели вызовы на пути к росту. Книга разбита на пять стратегий продаж, позволяющих добиться успеха: от превосходства над конкурентами до оптимизации продаж и технологий, развития талантов и возможностей продаж, а также эффективного лидерства в продажах. В книге представлены примеры реальных компаний, которые смогли найти пути к росту продаж, используя различные методы, такие как анализ данных и цифровые продажи. Также в книге рассматриваются новые темы, такие как внимание к предпродажам, использование маркетинга для увеличения продаж и возможности, которые могут быть предоставлены технологиями и аутсорсингом в сфере продаж. В книге представлены интервью с лидерами продаж из таких компаний, как Adidas, Coca-Cola, Google, Samsung и других, а также многочисленные кейсы, которые помогут читателям понять, как применять стратегии продаж для достижения успеха в современном конкурентном рынке. Книга является практическим руководством для руководителей в области продаж и поможет им обеспечить рост продаж и улучшение финансовых показателей компании.
The challenges facing today’s sales managers and organizations continue to escalate, but so, too, do the demands that they’ll find clever methods to surmount them and accelerate consistent sales gains. While there aren’t simple solutions, in this fully updated edition of Sales Growth consummate experts at McKinsey amp; Co. construct upon their hands-on formula for reaching this end and explore what top-flight sales leaders are doing specifically now to seek growth and get it as well as to determine how they plan to develop the abilities to sustainably expand in the future Based upon discussions with over two hundred of today’s happiest successful worldwide sales leaders drawn from an extensive variety of organizations and corporations, Sales Growth places the stories of those professionals in approach and provides typical instances of how they’ve deviated from the climbs they experience during the course of finding growth. This book, divided into five flexibility strategies for accomplished sales expansion, shares esteemed hints on everything from ways to best the competition further, and discovering springtime insider into easy messages for line employees. On a per-page basis, you’ll discern how sales managers are delving deeper than at any time in the past to uncover undiscovered expansions, boosting positive growth potential, and driving increases through digital exchanges. You’ll likewise discover what takes place to discern great growth in great deals, developing the appropriate “sales DNA” in your corporation, and advancing channel outcomes. 3 brand new chapters examine why pre-sales require more attention, ways to get excellent from marketing, plus the way technology and offshoring could wholly transform the sales apparatus.22 new stand-alone interviews have been appended to those of the initial edition, bringing about richly meaningful insights from global accounts at adidas, alcoa, allianz, american express, bmw, cargill, caterpillar, cisco, coke enterprises, deutsche bank, emc, and many others.
Электронная Книга «Sales Growth. Five Proven Strategies from the World's Sales Leaders» написана автором Marc Benioff в году.
Минимальный возраст читателя: 0
Язык: Английский
ISBN: 9781119281092
Описание книги от Marc Benioff
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.
