Leading Growth: The Proven Formula for Consistently Increasing Revenue

ISBN-13: 9781119890331 / Angielski / Twarda / 2022

A Iannarino

Spis treści

Prologue viiForeword ixIntroduction 1Part I Foundations for Growth 13Chapter 1 Vision 15Chapter 2 Transformation 31Chapter 3 Communication 47Part II Taking the Lead 63Chapter 4 Leadership Styles 65Chapter 5 Decision-Making 83Chapter 6 Strategy and Alignment 97Part III Accountability, People, and Effectiveness 113Chapter 7 Accountability 115Chapter 8 Structures of Accountability 133Chapter 9 People 145Chapter 10 Effectiveness 161Part IV An Eye to the Future 179Chapter 11 Opportunities 181Chapter 12 Forecasts 197Chapter 13 Protecting the Sales Force 213Chapter 14 Cadence 227Chapter 15 Your Next Vision 241Epilogue 253Acknowledgment 255About the Author 257Index 259

O autorze

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of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.