1
of
1
Sales Growth
Five Proven Strategies from the World's Sales Leaders
Book Hero Magic crafted this summary to help describe this book. While it's new and still
learning, it may not be perfect - your
feedback is welcome!
Summary
Read More
Format: Hardback
$6099
Unit price
/
Unavailable
AVAILABLE WITH SUPPLIER
Ships from our Auckland warehouse within 3-4 weeks
Found a better price? Request a price match
Sales Growth
$6099
Unit price
/
Unavailable
Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
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.
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
The challenges facing today's sales executives and their organisations 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. They explore what world-class sales executives are doing right now to find growth and capture itโas 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 organisations 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, maximising emerging market 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 organisation, and improve channel performance. Three new chapters look at why pre-sales 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 optimising 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.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
Sales Growth is widely acclaimed for framing sales as a science, emphasising the importance of data, process management, and outsourcing in sales departments. The book is praised for providing overdue attention to the field, offering insights from sales leaders and combining face-to-face sales with e-commerce strategies. It's lauded for blending analytical depth with practical examples, making it essential reading for sales leaders and business students alike.
Book Details
INFORMATION
ISBN: 9781119281085
Publisher: John Wiley & Sons Inc
Format: Hardback
Date Published: 27 May 2016
Country: United States
Imprint: John Wiley & Sons Inc
Edition: 2nd edition
Contributors:
- Foreword by Marc Benioff
Audience: General / adult
DIMENSIONS
Spine width: 28.0mm
Width: 159.0mm
Height: 226.0mm
Weight: 499g
Pages: 320
About the Author
THOMAS BAUMGARTNER is a senior partner in McKinsey & Company's Vienna office. He co-leads McKinsey's work on sales and channels globally. Thomas advises clients in industries including high-tech, electronics, transportation, basic materials, telecommunications, and consumer goodsยwhere he helps them outline and drive large-scale, top-line growth programs.
HOMAYOUN HATAMI is a senior partner in the Paris office of McKinsey & Company. He leads the firm's Marketing & Sales Practice in Europe, the Middle East, and Africa. Homayoun has a broad range of experience working with clients around the world to help them drive above-market growth.
MARIA VALDIVIESO is a director of knowledge in McKinsey & Company's Marketing & Sales Practice, based in Miami. She advises B2B and consumer companies on driving sales growth and commercial transformations, and leads McKinsey's research on sales and channel excellence.
More from Business & Entrepreneurship
View all-
How To Be Wrong
Sometimes the only way to be right is to get comfortable with being wrong. Most startup advice is dangerously misguided. The mythology of the lone genius founder, the obsession with capital raising, and the theatre of startup ecosystems lead countless ventures astray. Drawing on two decades at the heart of New Zealand's most successful technology companies โ Trade Me, Xero,...Paperback$3600Elsewhere:$3999Unit price /UnavailableIn StockShips Monday -
Roadmap to Property Success
Ready to ditch the 9-to-5 and build lasting wealth through property? In Roadmap to Property Success, seasoned investor and coach Steve Goodey shares the exact strategies that helped him โ and thousands of Kiwis โ build sustainable property portfolios from scratch. With real-life lessons, hard-won wisdom, and zero sugar-coating, this is your no-BS guide to property investing in New Zealand....Paperback$3199Elsewhere:$3999Unit price /UnavailableIn StockShips Monday -
Shoe Dog
Shoe Dog by Phil Knight is a riveting memoir that unveils the remarkable journey behind the creation of Nike, one of the world's most iconic and successful brands. Phil Knight's story begins in 1962, when fresh out of business school, he embarks on a daring entrepreneurial adventure with a radical premise: to import high-quality, low-cost athletic shoes from Japan. Armed...Paperback$2400Elsewhere:$2899Unit price /UnavailableIn StockShips Monday -
Business Made Simple
Business Made Simple by Donald Miller is an essential guide for anyone looking to elevate their career and create a profitable business. This practical book offers sixty daily readings, each accompanied by insightful videos, designed to help professionals and business owners gain a clear understanding of how successful businesses operate. Rather than relying on theoretical knowledge, Miller shares actionable strategies...Paperback$2600Elsewhere:$3000Unit price /UnavailableIn StockShips Monday -
The Five Dysfunctions of a Team
In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams. Kathryn Petersen,...Hardback$4700Elsewhere:$5199Unit price /UnavailableIn StockShips Monday -
Good To Great
Good to Great by Jim Collins is an authoritative guide that investigates what takes a company from mere mediocrity to exceptional greatness. This acclaimed work is based on a five-year research project comparing teams that made that leap to those that didnโt. Collins and his research team examined financial performance, management practices, and corporate culture to distill the essential factors...Hardback$5400Elsewhere:$6000Unit price /UnavailableIn StockShips Monday -
This Is Strategy
From Seth Godin, one of the world's most influential business thinkers and bestselling author ofย This is Marketing, comes an essential guide to thinking strategically in a complex, ever-changing world."With his signature clarity and brevity, the marketing maven presents memorable, practical advice for making smarter plans." โAdam Grant, author of Think AgainIn this unique and thought-provoking book, Godin shares insights on...Paperback$3150Elsewhere:$3999Unit price /UnavailableAvailableShips in 4-6 weeks -
Zero to One
Zero to One by Blake Masters and Peter Thiel is a ground-breaking and thought-provoking examination of innovation and what it takes for a new company to prosper. Written by Peter Thiel, the co-founder of one of the most successful tech start-ups in history, this book provides a fresh perspective on how to build a valuable and unique enterprise in a...Paperback$2500Elsewhere:$3000Unit price /UnavailableIn StockShips Monday -
Blue Ocean Strategy, Expanded Edition
Blue Ocean Strategy, Expanded Edition by W. Chan Kim and Renรฉe A. Mauborgne is an essential guide for anyone looking to transform their business strategies and leap into untapped market spaces. This acclaimed book illustrates how companies can break free from the traditional war of competition and instead, create their own "blue oceans" of uncontested market space. The authors delve...Hardback$5700Elsewhere:$6499Unit price /UnavailableIn StockShips Monday -
The Toyota Way, Second Edition: 14 Management Principles from the World's Greatest Manufacturer
Explore the enlightened path to transformational business success with the updated and expanded edition of Jeffrey Liker's acclaimed work, The Toyota Way, Second Edition: 14 Management Principles from the World's Greatest Manufacturer. Delve into the legendary business philosophy that has placed Toyota at the pinnacle of global manufacturing excellence. In this highly anticipated update, Jeffrey Liker refines and broadens the...Hardback$8500Unit price /UnavailableAvailableShips in 2-3 weeks -
High Output Management
High Output Management by Andrew S. Grove is a legendary business book and a Silicon Valley staple. Written by the former chairman and CEO of Intel, it offers invaluable insights into the art of managing and running a successful company. This practical handbook provides guidance for navigating real-life business scenarios and serves as a powerful manifesto that has the potential...Paperback$3200Elsewhere:$3700Unit price /UnavailableIn StockShips Monday -
How to Grow Your Small Business
The Wall Street Journal Bestseller For so many entrepreneurs, running a small business ended up looking different than they imagined. Theyโre stressed, discouraged, and not confident in their plan for growth. In How to Grow Your Small Business, Donald Miller gives entrepreneurs a 6-step plan to grow their businesses so they produce dependable, predictable results. Using the exact steps youโll...Paperback$2900Elsewhere:$3500Unit price /UnavailableIn StockShips Monday
Why buy from us?
Book Hero is not a chain store or big box retailer. We're an independent 100% NZ-owned business on a mission to help more Kiwis rediscover a love of books and reading!
Service & Delivery
Our warehouse in Auckland holds over 100,000 books, toys, board games and puzzles in-stock so you're not waiting for your order to arrive from overseas.
Auckland Bookstore
We're primarily an online store, but for your convenience you can pick up your order for free from our bookstore, which is right next door to our warehouse in Hobsonville.
Our Gifting Service
Books make wonderful thoughtful gifts and we're here to help with gift-wrapping and cards. We can even send your gift directly to your loved one.
Business & Entrepreneurship lists from the team
Explore our curated lists from our heroes to find your next read!
