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.

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

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his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.

Leading sales teams is no easy task. Increasingly ambitious revenue growth expectations coincide with the rise of an increasingly complex, sophisticated, and challenging marketplace, where disruptive change and uncertainty have become the new normal and selling has become that much more difficult.

In Leading Growth: The Proven Formula for Consistently Increasing Revenue, celebrated sales leader and bestselling author Anthony Iannarino delivers an exciting and actionable guide to driving revenue growth in your sales team. You’ll become acquainted with the fundamentals of organizational leadership—like vision, transformation, communication, decision-making, and strategy—and define new frameworks for growth that combine your people, planning, and pipeline into a holistic and comprehensive recipe for success.

Leading Growth introduces two key formulas for growth that incorporate both revenue and leadership and explains how the latter drives increases in the former.

The author discusses strategies that will help your team create and win new opportunities for revenue growth as well as techniques for handling situations where you’re required to deal with a buyer’s “task force”—or team—of decision-makers who seem more interested in preventing change than delivering results. You’ll also discover methods for shortening sales cycles that previously seemed destined to become inexorably longer.

A must-read roadmap for salespeople and sales leaders at every organizational level and in any industry, Leading Growth demands the attention of consultants, coaches, and other professionals who work with or serve revenue- and growth-oriented firms as they seek to thrive and expand.

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.