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 constant sales growth.
There are no basic solutions to this predicament, but in this thoroughly updated Second Edition of Sales Development, professionals from McKinsey & Business develop on their sensible blueprint for achieving this goal and explore what planet-class sales executives are doing appropriate now to discover growth and capture it—as well as how they are creating the capabilities to maintain expanding in the future.
Based on discussions with a lot more than 200 of today’s most productive global sales leaders from a wide array of organizations and industries, Sales Development puts the experiences of these professionals in perspective and delivers genuine-life examples of how they’ve overcome the challenges encountered in the quest for growth.
The book, broken down into five overarching strategies for profitable sales development, shares useful lessons on every thing from how to beat the competitors by hunting forward, to turning deep insights into straightforward messages for the front line. Web page by web page, you will understand how sales executives are digging deeper than ever to find untapped development, maximizing emerging markets possibilities, and powering growth by way of digital sales. You are going to also learn what it requires to discover huge growth in huge data, create the proper “sales DNA” in your organization, and enhance channel functionality. 3 new chapters look at why presales deserve a lot more attention, how to get the most out of marketing, and how technology and outsourcing could completely 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, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as quite a few case studies, touch on some of the most essential components of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, building sales talent and capabilities, and successfully major the way to sales development.
Engaging and informative, this timely book details confirmed approaches to tangible best-line growth and an improved bottom line. Developed specifically for sales executives, it will place you in a far better position to drive sales development in today’s competitive marketplace.
- Sales Development 5 Proven Methods from the World s Sales Leaders