Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)
    Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)
    Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)
    Ebook39 pages16 minutes

    Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)

    By BusinessNews Publishing

    ()

    Read preview

    About this ebook

    The must-read summary of Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book: "Sales Growth: Five Proven Strategies from the World's Sales Leaders".

    This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain that the leading U.S. and European companies would create greater value if they focused more on creating sales growth rather than achieving productivity improvements or greater operational efficiency. This summary will teach you the importance of sales and how they are the key to success.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Expand your business knowledge

    To learn more, read "Sales Growth" and discover why you should start focusing your energy on increasing sales!
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateOct 28, 2014
    ISBN9782511024201
    Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)

    Read more from Business News Publishing

    Related to Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Shaping Customer Success

      May 26, 2022

      Consider this: As the sales arm of your organisation, you’re making certain promises to your customers around what your solution can do for them and their company’s success. The problem is that too often, once a sale is made, implementation is handle

      2 min read

    • Article

      The Execution Trap

      Nov 2, 2016

      An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

      2 min read

    • Article

      4 Deploy Stronger Value Propositions Within A Sales Organisation Maturity Framework

      Jun 30, 2021

      ThinkSales' Sales Organisation Maturity Framework Mature Sales Organisations are built on a state of optimisation that is agile and iterative. This is the path they follow. • Your Sales Organisation has not defined a ‘value-led’ proposition. In clien

      2 min read

    • Article

      Data-Driven Marketing in Action

      Mar 16, 2021

      When it comes to digital marketing experience, Ajay Gupta’s background is decidedly varied. As a teenager, he ran a wrestling website. Later, after graduate school, he briefly joined Hillary Clinton’s 2008 run for President of the United States. When

      2 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Flipping the Value Creation Model

      May 1, 2018

      HISTORICALLY, MARKETING has been based on an ‘Industrial Age’ approach. Marketers saw what they believed to be a customer need, developed a product bearing what they considered to be ‘value’, and then tried to find buyers seeking that value. This ‘su

      5 min read

    • Article

      The Value of Value.

      Jun 30, 2021

      No business buys a solution for a problem they don’t have. When a prospect comes to the table and says: ‘we have a problem,’ then you’re both on the same side of the table when it comes time to solve it. On the other hand, if they’re at the table bec

      2 min read

    • Article

      My Week In The Wild

      Dec 7, 2021

      My Week In The Wild
      1 min read

    • Article

      Land More Sales by Eliminating Your Prospect’s Risk

      Aug 17, 2021

      If you are in the business of selling—whether its goods or services-nothing can more potently affect your sales than mastering the art and science of Risk Reversal. Risk Reversal is making it hard for the potential or current client to say “no” by ta

      2 min read

    • Article

      Strengthening Your Sales Management

      Jun 30, 2021

      1. Providing clarity and support • Is your team prepared for ongoing volatility and uncertainty in the months ahead?• Are your Managers adept at countering the emotional impacts of stress and its impact on productivity, for themselves and their teams

      2 min read

    • Article

      You, The Advisor.

      Jun 16, 2017

      You, The Advisor.
      1 min read

    • Article

      Moneyball For Business

      Aug 6, 2018

      Moneyball For Business
      13 min read

    • Article

      The Tools Of Attention

      May 15, 2019

      The technology of the day is of vital importance to marketers. It doesn’t just define how we make what we sell, it defines how we connect with those we sell to. Modern marketing has only been around for a little over 100 years. What many believe to b

      4 min read

    • Article

      7 Dangerous Misconceptions

      May 26, 2022

      This is the belief that being first to market and owning assets, create a sustainable position. In some businesses – like aircraft engines or mining – that’s still true. But in most industries a first-mover advantage doesn’t last. Almost any early-st

      1 min read

    Related categories

    Reviews for Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book) - BusinessNews Publishing

      Book Presentation

      Sales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of Sales Growth (Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark)

      Book Abstract

      MAIN IDEA

      Today’s marketplace clearly requires companies to be very, very good at selling and yet when 1,000 leading US and European companies were analyzed, it was shown over half would create greater value if they focused more on creating sales growth rather than on achieving productivity improvements or greater operating efficiencies. Once a company is achieving 15 percent return on invested capital, it will create more shareholder value by improving its revenue growth than it will by trying to continue to improve its return on invested capital.

      This means the best way to beat the market today is to put sales at the heart of your growth agenda. Based on a study of more than 100 large global companies (averaging $31 billion in revenues, $47 billion market capitalization and 86,000 employees) who have consistently outperformed their peers in terms of growth and profitability over a five-year period, it became clear there were five proven strategies for driving and sustaining sales growth:

      About the Author

      THOMAS BAUMGARTNER is a partner in the Vienna office of McKinsey & Company. He co-leads McKinsey’s work on global sales and channels and advises clients on how to achieve top-line growth in high-tech, electronics, transportation, telecommunications and consumer goods. He is a graduate of the University of Business Economics in Vienna.

      HOMAYOUN HATAMI

      Enjoying the preview?
      Page 1 of 1