Sales Growth: Five Proven Strategies from the World’s Sales Leaders focuses on what’s on every leader’s agenda in today’s turbulent business climate: growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have distilled the stories and insights into a set of practical, real-world insights across five major themes:
- Finding growth before your competitors do
- Selling the way customers want
- Optimizing sales operations and technology
- Finding sales leaders who continually challenge the status quo and thoughtfully manage performance
- Leading sales growth to make change happen
Q&A with the authors
Why did you write this book?
Thomas: For me it was a very personal experience that helped bring this book to life. I’d invited some long-term clients from several industries to dinner last year. We started discussing and sharing ideas about how to drive growth after the economic crisis, and they found the discussion super helpful. So we decided to extend our reach and embark on a book to take this idea of discussion and insight, and push it systematically across a range of B2B and B2C topics and sectors. This book gives us a great opening to initiate discussions with our clients on the very timely topic of growth.
How is the book relevant to sales leaders today?
Jon: We are living through some of the most challenging economic times in recent memory. Companies have gone through cost cutting but they’re not going to squeeze out much more productivity on the cost side – they’ve already pulled those levers. They need to grow, and they’re asking: How can I grow without investing a lot? So this makes the book hugely relevant. This book provides a very practical set of tools.
Homayoun: Sales leaders are really eager for a book like this. I did an interview with someone who was so keen to share his ideas, he scheduled his conversation with me just before he went into an operation. We ended up talking while he was in the hospital at 10 o’clock at night. This was so important to him, and it drove home to me how important this book would be for others as well.
What surprised you most in your discussions with these sales executives?
Jon: We’ve worked with these sales leaders and know them well, but it was incredible and eye-opening how much we were able to learn from them. For example, I’d thought compensation was where organizations put their energy to drive performance. That’s not unimportant, but it’s not the primary tool these leaders are using to drive performance.
What impact do you think this book will have?
Thomas: Top-line growth is top of mind for senior executives today, so we’ve engaged on a topic that’s very relevant. We’ve accumulated tremendous insights over the years working with clients who engage us to help drive their top-line growth. Now, we’ve systematically added to our insights, and in this book we combine them with some very practical ideas from 120 sales leaders.