๐Ÿ“’ Author : Mark Roberge
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2015-02-03
๐Ÿ“’ Pages : 224
๐Ÿ“’ ISBN : 9781119047179
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time โ€” The Sales Hiring Formula Train every salesperson in the same manner โ€” The Sales Training Formula Hold salespeople accountable to the same sales process โ€” The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month โ€” The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.


๐Ÿ“’ Author : Mark Roberge
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2015-02-03
๐Ÿ“’ Pages : 224
๐Ÿ“’ ISBN : 9781119047018
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time โ€” The Sales Hiring Formula Train every salesperson in the same manner โ€” The Sales Training Formula Hold salespeople accountable to the same sales process โ€” The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month โ€” The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.


๐Ÿ“’ Author : Mark Roberge
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2015-02-24
๐Ÿ“’ Pages : 224
๐Ÿ“’ ISBN : 9781119047070
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : This book is about the metrics-driven, scientific approach that Mark Roberge used to scale sales at a software company, HubSpot, from $0 to $100 Million in annualized revenue. The $0 to $100 Million Sales Formula is for the millions of small business owners, entrepreneurs, CEOs, and sales leaders that strive to build that next $100 million business. The biggest challenge standing in their way is scaling sales. Bombarded with advice from consultants and thought leaders who have supposedly โ€œcracked the codeโ€ on modern sales, business leaders prefer to hear from actual practitioners who have overcome these challenge themselves in todayโ€™s selling context. The book shows how to apply metrics and science to almost every aspect of building a sales team, from hiring, training, and managing sales people to generating leads to developing sales leaders.


๐Ÿ“’ Author : Max Altschuler
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2016-05-16
๐Ÿ“’ Pages : 160
๐Ÿ“’ ISBN : 9781119281672
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. Youโ€™ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the jobโ€”this book is your roadmap to fast and efficient revenue growth. Without a reliable process, youโ€™re disjointed, disorganized, and ultimately, underperforming. Whether youโ€™re building a sales process from scratch or looking to become your companyโ€™s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Todayโ€™s sales environment is very much a โ€œkeep up or get left behindโ€ paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.


๐Ÿ“’ Author : Chuck Laughlin
๐Ÿ“’ Publisher : Macmillan
๐Ÿ“’ Release Date : 1994-12-15
๐Ÿ“’ Pages : 176
๐Ÿ“’ ISBN : 0312118856
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : This unique guide for the modern salesperson shows sales professionals how to apply the code of the samurai to have fresh and powerful techniques to win lifelong customers. "Reveals the almost mystical power to sell that one gains from developing inner confidence".--Success Magazine.


๐Ÿ“’ Author : Matthew Pollard
๐Ÿ“’ Publisher :
๐Ÿ“’ Release Date : 2017-12-26
๐Ÿ“’ Pages : 240
๐Ÿ“’ ISBN : 0814438873
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Can an introvert be great at sales? Yes! The Introvert's Edge shows how, by focusing on a sales system that helps introverts leverage their natural strengths so they can be themselves and be successful. Powerful and practical, the book reveals tips including how to prepare for every situation, ask for the sale without asking, and much more.


๐Ÿ“’ Author : Trish Bertuzzi
๐Ÿ“’ Publisher :
๐Ÿ“’ Release Date : 2016
๐Ÿ“’ Pages : 248
๐Ÿ“’ ISBN : 1519489080
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Sales management

SYNOPSIS : A book to help companies find customers and create repeatable sales by developing effective inside sales organizations and development strategies.


๐Ÿ“’ Author : David Aaker
๐Ÿ“’ Publisher : Morgan James Publishing
๐Ÿ“’ Release Date : 2018-01-02
๐Ÿ“’ Pages :
๐Ÿ“’ ISBN : 9781683506126
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Stories are orders of magnitude which are more effective than facts at achieving attention, persuading, being remembered, and inspiring involvement. Signature storiesโ€”intriguing, authentic, and involving narrativesโ€”apply the power of stories to communicate a strategic message. Marketing professionals, coping with the digital revolution and the need to have their strategic message heard internally and externally, are realizing that a digital strategy revolves around content and that content is stories. Creating Signature Stories shows organizations how to introduce storytelling into their strategic messaging, and guides organizations to find, or even create, signature stories and leverage them over time. With case studies built into every chapter, organizations will realize the power of storytelling to energize readers, gain visibility, persuade audiences, and inspire action.


๐Ÿ“’ Author : Aaron Ross
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2016-01-21
๐Ÿ“’ Pages : 320
๐Ÿ“’ ISBN : 9781119166733
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : Impossible Goals, Inevitable Successes Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isnโ€™t about magic. Itโ€™s not about privileges, luck, or working harder. Thereโ€™s a template that the worldโ€™s fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits (which skyrocketed from $1 million to $100 million in two years), Salesforce.com (the fastest growing multibillion dollar software company), and EchoSignโ€”aka Adobe Document Servicesโ€”(which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. For instance, one of the authors shows how he grew his income from $67,000 to $720,000 in four years while maintaining a 20-30 hour work week and welcoming a new childโ€”nine times. This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size: Why arenโ€™t you growing faster? What does it take to get to hypergrowth? How do you sustain growth? This powerful, effective book provides a template for you to kick off your biggest growth spurt yet. This template includes The 7 Ingredients Of Hypergrowth: Youโ€™re not ready to grow until you Nail a Niche. Overnight success is a fairy tale. Youโ€™re not going to be magically discovered. You need sustainable systems that Create Predictable Pipeline. Growth exposes your weaknesses and it will cause more problems than it solvesโ€”until you Make Sales Scalable. Itโ€™s hard to build a big business out of small deals. Figure out how to Double Your Dealsize. Itโ€™ll take years longer than you want, but donโ€™t quit too soon. Make sure you can Do the Time. Your people are renting, not owning their jobs. Develop a culture of initiative, not adequacy by Embracing Employee Ownership. Employees, you are too accepting of โ€œrealityโ€ and too eager to quit. You can Define Your Destiny to make a difference, for yourself and your company, no matter what you do or where you work. The authors take each ingredient and break it down into specific steps to guide you through implementation. From Impossible to Inevitable helps you take impossible goals and turn them into inevitable successes for your business and team. You will achieve success even bigger than you can imagine from where youโ€™re sitting today.


๐Ÿ“’ Author : McKinsey & Company Inc.
๐Ÿ“’ Publisher : John Wiley & Sons
๐Ÿ“’ Release Date : 2016-05-11
๐Ÿ“’ Pages : 320
๐Ÿ“’ ISBN : 9781119281085
๐Ÿ“’ Available Language : English, Spanish, And French
๐Ÿ“’ Category : Business & Economics

SYNOPSIS : 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 itโ€”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, Itaรบ Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Wรผrth. 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.