Leading Growth The Proven Formula for Consistently Increasing Revenue

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.

The author also presents:

• Strategies to help salespeople create and win new opportunities for revenue growth
• Ways to grow revenue when you’re required to deal with a “task force” or team of decision-makers who seem bent on preventing any kind of meaningful change
• Methods for shortening an ever-lengthening sales cycle

An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand.

ANTHONY IANNARINO spent twenty years selling and leading a sales force in the highly-commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.

Prologue

Introduction

Part I Foundations for Growth

Chapter 1 Vision

Chapter 2 Transformation

Chapter 3 Communication

Part II Taking the Lead

Chapter 4 Leadership Styles

Chapter 5 Decision-Making

Chapter 6 Strategy and Alignment

Part III Accountability, People, and Effectiveness

Chapter 7 Accountability

Chapter 8 Structures Of Accountability

Chapter 9 People

Chapter 10 Effectiveness

Part IV An Eye toward the Future

Chapter 11 Opportunities

Chapter 12 Forecasts

Chapter 13 Protecting the Sales Force

Chapter 14 Cadence

Chapter 15 Your Next Vision

Epilogue

Acknowledgments (to come)

About the Author (to come)

Index

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.