Leading Growth

Leading Growth: The Proven Formula for Consistently Increasing Revenue presents an engaging, easy-to-understand, and actionable blueprint for growing your sales numbers in any organization and in any industry. You'll learn to apply the author's two key formulas for growth as you harness effective leadership and maintain a laser-focus on revenue to increase profitability and sales. In the book, you'll explore the foundations of sales leadership-including transformation, vision, communication, strategy, and decision-making-and learn to deal with perennial problems and pitfalls, like the buyer's "task-force" that seems more interested in maintaining the status quo than coming to a firm decision. The author also explains how to shorten your sales cycles and win new opportunities for revenue growth. An indispensable guide for sales leaders, salespeople, consultants, coaches, and any other professional who works in, with, or for a revenue-oriented team, Leading Growth is an accessible roadmap to sales growth that delivers practical, hands-on solutions for sales professionals on the front lines.

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of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.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 vii Foreword ix Introduction 1 Part I Foundations for Growth 13 Chapter 1 Vision 15 Chapter 2 Transformation 31 Chapter 3 Communication 47 Part II Taking the Lead 63 Chapter 4 Leadership Styles 65 Chapter 5 Decision-Making 83 Chapter 6 Strategy and Alignment 97 Part III Accountability, People, and Effectiveness 113 Chapter 7 Accountability 115 Chapter 8 Structures of Accountability 133 Chapter 9 People 145 Chapter 10 Effectiveness 161 Part IV An Eye to the Future 179 Chapter 11 Opportunities 181 Chapter 12 Forecasts 197 Chapter 13 Protecting the Sales Force 213 Chapter 14 Cadence 227 Chapter 15 Your Next Vision 241 Epilogue 253 Acknowledgment 255 About the Author 257 Index 259