almediah.fr
» » Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth

Download Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth eBook

by Phil Fernandez

Download Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth eBook
ISBN:
1118299299
Author:
Phil Fernandez
Category:
Marketing & Sales
Language:
English
Publisher:
Wiley; 1 edition (May 1, 2012)
Pages:
240 pages
EPUB book:
1943 kb
FB2 book:
1864 kb
DJVU:
1445 kb
Other formats
lrf lrf lit mbr
Rating:
4.7
Votes:
933


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.

Today's predominant sales and marketing model is at best obsolete and at worst totally dysfunctional.

Phil Fernandez, CEO of Marketo and author of Revenue Disruption, will show you how to implement a new game-changing . The dysfunctional state of today's sales and marketing model costs corporations trillions of dollars.

Phil Fernandez, CEO of Marketo and author of Revenue Disruption, will show you how to implement a new game-changing sales and marketing strategy to drive growth. The rise of the internet and the ability to accurately track and measure customer behaviors has made it possible for organizations to dramatically increase their revenue. Phil Fernandez, Author of 'Revenue Disruption', will show you how. You will learn: How to align your sales and marketing departments. How to leverage technology to increase revenue generation.

Revenue Disruption’ provides a theoretical narrative around the idea of Revenue Performance Management (RPM). It is written by Phil Fernandez and is the result of years of personal and combined experience in the field.

Автор: Fernandez Название: Revenue Disruption: Game-Changing Sales and Marketing .

Phil Fernandez Revenue Disruption. Game-Changing Sales and Marketing Strategies to Accelerate Growth. Модель: модель не указана.

General Sales & Selling Books. This button opens a dialog that displays additional images for this product with the option to zoom in or out. Report incorrect product info or prohibited items. Revenue Disruption : Game-Changing Sales and Marketing Strategies to Accelerate Growth.

Finding books BookSee BookSee - Download books for free. Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth.

Strategies for any company to transform its sales and marketingefforts in a way that truly accelerates revenue growth

Revenue Disruption delivers bold new strategies to transformcorporate revenue performance and ignite outsized revenue growth.Today's predominant sales and marketing model is at best obsoleteand at worst totally dysfunctional. This book offers a completelynew operating methodology based on a sales and marketing approachthat recognizes the global technological, cultural, and mediachanges that have forever transformed the process of buying andselling. The dysfunctional state of today's corporate revenuecreation model results in trillions of dollars in lost growthopportunities. Revenue Disruption examines the problems of thecurrent model and offers real-world solutions for fixing them. Itlays out a detailed plan that businesspeople and companies can useto fundamentally transform their sales and marketing performance towin this century's revenue battle.

  • Sha
Thirty years ago I was a sales rep for IBM when cheap information technology and management science transformed manufacturing performance. Since then manufacturing quality and productivity has soared from 30% to 99%. This performance revolution has spread to every enterprise operation, with the exception of sales and marketing... Until now.

Your prospect goes to the internet to research business solutions. This change in buyer behavior has opened the door to powerful new information and automation technologies that have the potential to revolutionize revenue performance; and Mr. Fernandez provides the first step in the evolution of a new more systematic structure or framework that you can use to integrate, measure, optimize and automate your single marketing-to-sales revenue process.

This book is not perfect. RPM is in its infancy and Mr. Fernandez is as prone to bias and narrow thinking as anyone. Mr. Fernandez's company, Marketo, sells to Marketing Officers. As a result their vision is noticeably marketing-centric. Many of his processes will be an improvement for your company, especially in your marketing department... but they are not the optimum revenue process model. But, like Mr. Fernandez points out, RPM is a journey not a destination. RPM will evolve... quickly.

Read this book or die like a dinosaur. The RPM train is leaving the terminal and early adopters will gain an insurmountable competitive advantage.
  • Whiteflame
Business book of the year for me. Revenue growth is not only the most important objective right now but also the hardest to do. "Revenue Disruption" is an amazing resource for improving revenue production. The book is built upon two premises, 1) Power has shifted from seller to buyer is a profound and permanent way"; 2) Today most businesses "don't see revenue as the product of a designed, measure and optimized process."

"Your targeted buyers started making up their minds before you even know you existed." This is the reason that direct sales forces are no longer enough to ensure top-line revenue objectives are met. "Creating Revenue is a collaborative enterprise between marketing and sales teams." 'Revenue Disruption' actually has a solid method, with case studies, empirical data, and an action plan to bridge the gap between all silos of a company, especially the gap between sales and marketing. We've known the need for years but few practical solutions have been offered. This book is the best on the subject I've ever read.

"Today's buyers see most sales encounters as a waste of time. So the question that marketing and sales leaders should be asking is, 'how do buyers really go about buying?'"

"Sales resources are relatively expensive. To provide the highest value, sales should not engage with prospects until those prospects are ready to engage with sales. Sales interactions should start relatively late in the pipeline, once lease have already been well qualified."

"Sales personnel not only need to 'always be closing' and 'always be helping' but also need to 'always be prioritizing.' To put it more bluntly, sales professionals achieve maximum efficiency when they can cherry-pick among opportunities and allocate their time to the very best."

"While increasing sales is a hugely important goal, it is not a strategy in and of itself..[the critical element is] a focus on improving the company's sales and marketing effectiveness as a way to increase revenue performance."

Mr. Fernandez finishes his book with the admonition of "change happens when great insight combines with audacious action. 'Revenue Disruption' is an action plan of how to combine sales and marketing into one direct buying chain within an organization, capturing all business from awareness to multiple purchases. Excellent and worthwhile book to read.
  • Love Me
"A marketing demand generation professional's job is no longer to find buyers, it is to help buyers find you". This quote is taken from what I feel is the strongest chapter in this book titled "Seed Nuturing". Fernandez has given the reader great material for thinking through Revenue as a function, and how to create a process around creating revenue. Fernandez has also properly stayed away from promoting his own company's solution in the book, which I applaud him for.

All in all, this book is one for CEOs, CMOs, CROs, head of sales and anyone tasked with demand generation within a company. My copy is earmarked with many notes and highlights, and I will be taking a second read of this in the days ahead.
  • Usic
Welcome to the world of Revenue Performance Management. The author starts by making a case of shifting of power from the seller to the buyer due to disruption caused by technology. He succinctly exposes the issues in commonly used sales and marketing models and shows how revenue is left on the table to justify transformation needed and introduces the concept of revenue performance management.

The book is well divided into sections providing insights into process, analytics, technology and people changes need for implementing revenue performance management. Case study is presented in some sections to detail the challenges faced, the solution implemented and the benefits. Each chapter at the end has “Key Point” to help quickly review the learnings from that chapter. This makes the book easy to re-read.

While the book may not present a universal blueprint for organizations, it does provide guidelines on what to address which needs to be customized for each business. Some sections of the book appears to be bit repetitive, but those are in place to make a certain point and build the story.

A book with helpful insights to both sales and marketing professionals who would like to venture into Revenue Performance Management!