The secret to higher revenue is locked in the mind of your current customers. Using the proven methods in this book, you will learn how to interview your own customers so you understand exactly what they were looking for, why they bought from you, what they value about your product or service, and the steps they went through as they purchased your product or service. You will understand their questions and concerns, and the answers they needed in order to be convinced that your product or service would meet their need. Armed with this information, you can reverse-engineer your successful sales and manufacture new sales in quantity. This is the core premise of the book, and it will transform and empower all of your marketing and sales efforts. You will make it easy for new customers to find you, like what they see, and buy from you. You will be able to map out their buying process and then support that process at every stage. Your content will resonate with potential customers, because you will be using concepts, words, and phrases that came from others with similar problems and seeking similar solutions. You will use marketing methods that will work for your product or service, and avoid those that won't, guided by the information provided by your own customers. Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy is a step-by-step guide to increased sales, using a method that has been tested, perfected, and proven to work, regardless of the size of the company or the industry.
The Seven Figure Agency Roadmap is the must-have resource for digital marketing agency owners. Increase your income, work when and how you want, get your clients get incredible results...... and live your desired lifestyle. The Seven Figure Agency is designed to solve these issues you may be experiencing such as: * Too many agencies hit an income ceiling, and never make the kind of money (or the kind of impact) that they are capable of. They get stuck at one of the 3 plateaus: Startup, Struggle or even Success * Most agencies blame themselves, and try to work on their MINDSET -- But nothing changes because it's not your mindset that's the problem. It's the MODEL that needs to change. * The model that you bought into when you started your agency business is completely unscalable (Manual prospecting to get a few leads, chasing prospects down rather than getting them to come to you... and living off of project revenue so there's never consistent income or time for you). * For the last 5 years, the author has been working with a select group of agencies, taking them from Struggle to Success, Scale and Significance. Josh Nelson has a very new approach and he shares the very best of what is working in his business & for the agencies he works with to build million dollar agencies. This book is essential reading for agencies of all types and experience-levels and is of particular value for anyone looking to start a digital marketing agency to short cut growing pains and accelerate their growth to Seven Figures & Beyond.Forget the old concept of a general, digital marketing agency that takes years to establish - there's no need to wait when you have The Seven Figure Agency Roadmap. Whether your dream is to control your schedule or earn six figures in a month, The Seven Figure Agency Roadmap is your manual.This set of turn-by-turn directions to building a digital agency teaches: * How Josh went from virtually bankrupt to running a hypergrowth agency that made the Inc 5000 list of fastest growing companies in the Untied States 4 years in a row * How to build the team that will manage the day-to-day operations * How top agency owners grow to seven figures within a year * How to add $5,000 in monthly recurring revenue to your agency every single month * How to rapidly establish authority in any niche, so clients ask to work with you When you purchase the book you get access to a workbook that help you put the ideas into action: * Multiple case studies & long form interviews with members of Seven Figure Agency Coaching who have grown their revenue to seven figures, hired teams to replace themselves, or sold their agencies for a nice profit * Josh's templates you can copy for setting goals, designing your marketing, and tracking performance * How the Seven Figure Agency principles create a life shaped to your goals
Discover how to sell better to giant industrial companies. Industrial Sales enforces your selling system. Within a few steps, you will create a more effective commercial process, which will bring more sales with the same effort. Industrial Sales will help boost your sales independent on what area of the world or the type of industrial sector. Everyone involved in oil, gas, petrochemical, renewables, marine, mining and chemical industries should read Industrial Sales!!In Industrial Sales, Brian, a hypothetical sales director, sells complex services to be used at industrial facilities. He wins business based on trust, despite facing complicated buyer teams. Brian is expanding his global track record and realizes more sales without putting additional effort into his job. His selling system sets him apart from peers.Bram van Oirschot traveled the world to sell technically complex services over the last two decades and came across the same challenges over and over again. The things that make industrial sales unique make the job of a salesperson fun but challenging. In Industrial Sales, he tells you all about selling to industrial clients. He shares the key actions to take in every industrial sales cycle and how to adjust your selling system to win better deals with the same effort.Industrial Sales follows the same path as all commercial processes: marketing, sales and account management. The main difference is the focus on establishing trust, which impacts the commercial process heavily. The first section of the book provides advice on the complex decision-making processes of industrial clients and the importance of CRM systems. The second section is packed with insight, practical advice and best practice for managing sales teams that operate in industrial segments. Motivated salespeople make the difference between good and great companies. Since technical people work at all levels of sales teams, the commercial side of lead generation and prospecting must be emphasized. You are not a lonely warrior!! There are more salespeople like you. Regular sales books do not cover the complex industrial environment in which you operate. Industrial Sales will show you that many others face your challenge. You will learn how to sell your services to companies like Shell, Exxon, Wood, CNOOC, Petrobras, Rio Tinto, Dow Chemical, Technip, more effectively. You will learn to stay in control of the commercial process, which is strongly influenced by engineers, project managers, and other technical people. Don't get lost in price discussions, or endless discussions on the extent of the scope of work, or in never-ending pre-qualification procedures. By adopting a solid industrial selling system, you will be equipped to make more revenue at the right clients. Even engineers can lead sales teams. Industrial sales is a team game. The set of skills and competencies to land complex contracts does not lie with one person. All team members will play their part in winning projects. The sales team must make an outstanding performance to keep winning business all over the world with (petro)chemical, oil and gas, renewables, mining, marine, and other large industrial clients. *Sales directors should read Industrial Sales to improve their management of industrial sales teams.*Sales and business development managers should read Industrial Sales to understand their role in the sales process.*(Key)Account Managers will get renewed inspiration from Industrial Sales.*Company management is advised to buy several copies of Industrial Sales to adopt an organization-wide commercial process, which can be monitored and rolled out over the world.
Whether you are a CEO, CFO, board member, or an IT executive, From Business Strategy to Information Technology Roadmap: A Practical Guide for Executives and Board Members lays out a practical, how-to approach to identifying business strategies and creating value-driven technology roadmaps in your organization. Unlike many other books on the subject, you will not find theories or grandiose ideas here. This book uses numerous examples, illustrations, and case studies to show you how to solve the real-world problems that business executives and technology leaders face on a day-to-day basis. Filled with actionable advice you can use immediately, the authors introduce Agile and the Lean mindset in a manner that the people in your business and technology departments can easily understand. Ideal for executives in both the commercial and nonprofit sectors, it includes two case studies: one about a commercial family business that thrived to become a multi-million-dollar company and the other about a nonprofit association based in New York City that fights against child illiteracy.
“John Livesay creates a compelling connection between revenue, reviews, and influence and our ability to tell brand and personal stories.” —Tracy Leigh Hazzard, INC. columnist, brandcaster, product strategist The old way of selling is to push a message or product. The new way of selling is to pull people in with a compelling story—one that is magnetic to clients. Better Selling Through Storytelling helps people become master storytellers so they can truly love what they do and get off the self-esteem roller coaster of only feeling good if their numbers are up. John Livesay encourages readers to give up selling—and become storytellers instead! He teaches sales representatives and entrepreneurs alike how to become irresistible to their clients and what the best storytelling strategy is to get a yes. From learning how not to take rejection personally to overcoming the three faces of fear, readers learn to embrace disruption with new tools that prepare them for any unexpected waves that come their way and get the sale. “If you want to reinvent how you sell, let John Livesay show you how . . . [He] holds nothing back and fills his pages with new ideas, tips, information, and steps to becoming your own Revenue Rockstar.” —Josh Linkner, New York Times–bestselling author of Big Little Breakthroughs “Not your grandparent’s sales manual; it’s where the storytelling rubber and results hit the road. If you think it’s too soft for your ROI brain, you’re missing the whole story, which is why you need it.” —Dr. Mark Goulston, author of Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
Many managers view marketing as a creative endeavor, not something that is measurable or manageable by numbers. But today’s leaders in the C-suite demand greater accountability. They want to know that they are getting a return on their marketing investment. And to get that ROI number, you need analytics. This expectation is intimidating for the many sales and marketing managers who rely on marketing instincts, not metrics, to do their work. But Marketing Analytics Roadmap: Methods, Metrics, and Tools demonstrates that employing analytics isn't just a way to keep the CEO off your back. It improves marketing results and ensures marketers a seat at the table where big decisions get made. In this book, analytics expert Jerry Rackley shows you how to understand and implement a sound marketing analytics process that helps eliminate the guesswork about the results produced by your marketing efforts. The result? You will acquire—and keep—more customers. Even better, you'll find that an analytics process helps the entire organization make better decisions, and not just marketers. Marketing Analytics Roadmap explains: How to use analytics to create marketing and sales metrics that guide your actions and provide valuable feedback on your efforts How to structure and use dashboards to report marketing results How to put industry-leading analytics software and other tools to good use How Big Data is shaping the marketing analytics landscape Sales and marketing teams that master marketing analytics will find them a powerful servant that enables agility, raises effectiveness, and creates confidence. Marketing Analytics Roadmap shows you how to build a well-planned and executed marketing analytics strategy that will enhance the credibility of your marketing team and help you not only get a seat at the big-decisions table, but keep it once there.
This is the first comprehensive introduction to the concepts, theories, and applications of pricing and revenue optimization. From the initial success of "yield management" in the commercial airline industry down to more recent successes of markdown management and dynamic pricing, the application of mathematical analysis to optimize pricing has become increasingly important across many different industries. But, since pricing and revenue optimization has involved the use of sophisticated mathematical techniques, the topic has remained largely inaccessible to students and the typical manager. With methods proven in the MBA courses taught by the author at Columbia and Stanford Business Schools, this book presents the basic concepts of pricing and revenue optimization in a form accessible to MBA students, MS students, and advanced undergraduates. In addition, managers will find the practical approach to the issue of pricing and revenue optimization invaluable. Solutions to the end-of-chapter exercises are available to instructors who are using this book in their courses. For access to the solutions manual, please contact [email protected].
Tom Mohr's book, Scaling the Revenue Engine, has already garnered over 12,000 online readers. This is the book author Geoffrey Moore (Crossing the Chasm) has challenged execs to read (You really want to read this...). Same with Tien Tzuo, the CEO of Zuora (...read this book). So too with Victor Ho, CEO of FiveStars (...the most complete resource on driving real growth I've ever seen.). And many more. In Scaling the Revenue Engine, the revenue engine is seen as a whole system, bounded by unit economics. It stretches beyond marketing and sales to also incorporate product, technology, and even accounting. At every stage of revenue engine growth, you uplift maturity by leveraging your deployment of people, tools, workflows and metrics-- always working outward from a clear understanding of customer value.
The Digital revolution promises trillions of dollars in created value by 2030. Consultants and researchers are projecting massive and disruptive disruption in entire industrial sectors. As a results, PwC reports in their DigitalIQ report that 73% of executives say that they are investing in internet of things (IoT) and 54% in artificial intelligence. So we are experiencing a deluge of digital investments, programs, and large-scale transformations. Despite this tsunami of activities, many IoT Initiatives stall in the Proof of Concept phase and few are already considered a success. Recently, Siemens revealed that less than a fifth (18%) of surveyed companies analyze more than 60% of production data they collect. In a similar vein, Simon-Kucher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lack of monetization strategies, the focus on the wrong priorities, the lack of customer intimacy, and the neglect of digital pricing best practices. In fact, only 18% of these firms are true digital heroes. Despite the high level of interest and investments, the reality is that most companies are just getting started. The digital champions are not yet reaping the fruit of their investments. Most companies tend to struggle with the process of designing digital business models, with the development of truly differentiated offers, and with the monetization and pricing of their data-based offers. This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them. Readers will learn: The various monetization and value creation models for data-enabled offers The 8 steps of the data monetization framework The best practices in designing differentiated data-enabled offers The value-based pricing of data and options in digital pricing models Business model implications of switching from ownership to consumption model
