Book description
Strategies for any company to transform its sales and marketing efforts in a way that truly accelerates revenue growth
Revenue Disruption delivers bold new strategies to transform corporate revenue performance and ignite outsized revenue growth. Today's predominant sales and marketing model is at best obsolete and at worst totally dysfunctional. This book offers a completely new operating methodology based on a sales and marketing approach that recognizes the global technological, cultural, and media changes that have forever transformed the process of buying and selling. The dysfunctional state of today's corporate revenue creation model results in trillions of dollars in lost growth opportunities. Revenue Disruption examines the problems of the current model and offers real-world solutions for fixing them. It lays out a detailed plan that businesspeople and companies can use to fundamentally transform their sales and marketing performance to win this century's revenue battle.
Table of contents
- Cover
- Contents
- Title
- Copyright
- Acknowledgments
- Introduction
-
Part I: The Problem
- Chapter 1: It’s the Buyer, Stupid
- Chapter 2: The Selling Cry of the Lonely Hunter
- Chapter 3: Before and After Mad Men
- Chapter 4: Demand Generation Emerges
- Chapter 5: Sales is from Mars, Marketing is from Venus
- Chapter 6: The Sea Change Called Social Media
- Chapter 7: Coffee’s Not Just for Closers Anymore
- Chapter 8: A Research-Based Perspective on Superior Revenue Growth
- Chapter 9: Leaving Trillions on the Table
- Part II: The Road to Revolution
-
Part III: The Levers to Revenue Transformation
- Chapter 14: People and Process; Art and Science
- Chapter 15: The Nuts and Bolts of a Revenue Cycle Process
- Chapter 16: “Seed Nurturing”—Helping Your Buyers Find You
- Chapter 17: The Art and Science of Nurturing and Scoring Leads
- Chapter 18: Making Every Sales Moment Count
- Chapter 19: Shining a Bright Light on the Revenue Machine
- Chapter 20: Technology for the Revenue Process
- Chapter 21: Never Forget the Creative Side of Revenue Creation
- Part IV: Putting the Pieces Together
- Bibliography
- Index
Product information
- Title: Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth
- Author(s):
- Release date: May 2012
- Publisher(s): Wiley
- ISBN: 9781118299296
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