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Sales Growth

Thomas Baumgartner, Homayoun Hatami, Jon Vander Ark

Sales GrowthSales Growth: Insights from leading sales executives focuses on what’s on every leader’s agenda in a post-recession world: growth. Through interviews with 110 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth.

Sales Growth distills the interviews into a set of practical, real-world insights across four major themes:

  • Uncovering new sources of growth
  • Selling the way customers want
  • Optimizing sales operations and technology
  • Finding sales leaders who continually challenge the status quo and thoughtfully manage performance

Chapter 3: Find big growth in big data

Although big data is a new topic in sales, many leading-edge companies already use big data as an engine of growth to beat their peers.

Foreword by Marc Benioff

Sales Growth puts sales management back where it belongs: at the center of management thinking about what makes businesses successful.

Chapter overview

Short summaries of each chapter: Find growth before your competitors do; Sell the way your customers want; Soup up your sales engine; Focus on your people; Lead sales growth.

Related articles

Secret to smarter sales
article | Harvard Business Review

Selling into micromarkets

Micromarket strategy has emerged as the most potent new application of big-data analytics in B2B sales.

article | McKinsey Quarterly

Freeing up the sales force for selling

July 2011—Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job.more


The value proposition in multichannel retailing

May 2011—Consumers love low prices, but retailers shouldn’t overlook the way shoppers perceive value online and in stores.more

The basics of business-to-business sales success

The basics of business-to-business sales success

May 2010—B2B customers say they care most about product and price, but what they really want is a great sales experience. For sales reps, that means getting the basics right.more

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