Leading Growth

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his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.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