Sounded ID: 9781522829690
ISBN: 9781522829690
Publication Date: November 22, 2020
Publisher: Author's Republic
Language: English
Author Name: Adele Crane
Narrator Name: Jim Cooper
Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. No matter how patched up or sputtering that engine may be, the mere thought of overhauling it fills CEOs and senior executives alike with dread. Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep revenue flowing. They will tolerate behavior and performance from sales and marketing that would not be tolerated in any other areas of the business.
For CEOs, there comes a point where changes or improvements must be made to ...
Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. No matter how patched up or sputtering that engine may be, the mere thought of overhauling it fills CEOs and senior executives alike with dread. Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep revenue flowing. They will tolerate behavior and performance from sales and marketing that would not be tolerated in any other areas of the business.
For CEOs, there comes a point where changes or improvements must be made to these two areas of a business if growth is to continue. The world is not static, and sales and marketing organizations cannot be allowed to stagnate and to operate using now-primitive thinking. These business units are the last frontier for CEOs to address in business improvement.
Fear of the unknown, and the use of the wrong lens for viewing the business, are the greatest barriers to overcome.
The first step for any CEO is to become empowered with the knowledge of how the sales and marketing business should function; only then can he or she hope to become competitive and deliver profitable growth in today’s ultracompetitive market. Most of the information that people are exposed to has been written by former middle managers of sales and marketing units. Such information is narrow in content and is focused on compensation plans, training, and ingenuous reporting.
This book is written by a CEO, for CEOs like you, and is based on more than twenty-five years of consulting with CEOs in business turnarounds and profit improvement. This work views the broader demands of business that you, as a sales-focused CEO, must deal with; it establishes the thinking that you will require for reassessing your marketing and sales forces. This book gives you a new lens for viewing your business and teaches you how to drive growth above industry standards and increase profitability.
# | Title | Duration |
---|---|---|
1. | 01 Sales Focused CEO Opening Credits V2 |
0 mins 17 secs |
2. | 02 Sales Focused CEO Introduction V2 |
6 mins 40 secs |
3. | 03 Sales Focused CEO Untold Truth V2 |
5 mins 01 secs |
4. | 04 Sales Focused CEO Strategy is Derailing V2 |
9 mins 32 secs |
5. | 05 Sales Focused CEO Alarm Bells Ringing V2 |
17 mins 16 secs |
6. | 06 Sales Focused CEO New CEO V2 |
5 mins 08 secs |
7. | 07 Sales Focused CEO Masking Sales V2 |
5 mins 52 secs |
8. | 08 Sales Focused CEO Reports Letting You Down V2 |
9 mins 44 secs |
9. | 09 Sales Focused CEO A New Lens V2 |
7 mins 48 secs |
10. | 10 Sales Focused CEO Your Personal Challenge V2 |
12 mins 02 secs |
11. | 11 Sales Focused CEO Mitigating Risk V2 |
13 mins 43 secs |
12. | 12 Sales Focused CEO Selecting The Right 2IC V2 |
10 mins 11 secs |
13. | 13 ales Focused CEO Management Methodology V2 |
11 mins 15 secs |
14. | 14 Sales Focused CEO Dont Have The Time V2 |
6 mins 40 secs |
15. | 15 Sales Focused CEO People Make The Difference V2 |
8 mins 47 secs |
16. | 16 Sales Focused CEO Why Strategy Execution Fails V2 |
14 mins 18 secs |
17. | 17 Sales Focused CEO Writing Sales Strategy V2 |
10 mins 48 secs |
18. | 18 Sales Focused CEO Early Warning Signs V2 |
5 mins 16 secs |
19. | 19 Sales Focused CEO Reducing Costs V2 |
16 mins 30 secs |
20. | 20 Sales Focused CEO Sales Marketiing Talent Leadership V2 |
11 mins 12 secs |
21. | 21 Sales Focused CEO Measuring Sales Performance V2 |
13 mins 56 secs |
22. | 22 Sales Focused CEO My Sales Force Will Not Play V2 |
8 mins 00 secs |
23. | 23 Sales Focused CEO Sales Operations V2 |
8 mins 02 secs |
24. | 24 Sales Focused CEO Removing the Chasm V2 |
15 mins 12 secs |
25. | 25 Sales Focused CEO Bringing It All Together V2 |
11 mins 45 secs |
26. | 26 Sales Focused CEO Case Studies V2 |
36 mins 16 secs |
27. | 27 Sales Focused CEO About The Author V2 |
2 mins 13 secs |
28. | 28 Sales Focused CEO Closing Credits V2 |
1 mins 01 secs |
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