Download or read book Growing the Top Line written by Cliff Farrah and published by John Wiley & Sons. This book was released on 2021-06-22 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pioneering growth strategist Cliff Farrah reveals how to grow revenue like a Fortune 500 giant Growing the Top Line: Four Key Questions and the Proven Process to Scaling Your Business delivers the step-by-step approach to topline growth used by some of the word’s most successful companies. In this book, leading growth strategy consultant and author, Cliff Farrah, reveals the copyrighted growth strategy that he has developed over the last twenty years through 1,400 successful client engagements and input from leaders at Fortune 500 organizations. Featuring interviews from current and prior leaders at major corporations like Intel, Nike, Chase, Oracle, Raytheon, and the WHO, Growing the Top Line demonstrates that regular business growth isn’t a mystery to be "hacked." Instead, Farrah distills revenue growth into a simple methodology that readers can use to successfully plan growth at their own companies. Readers will discover: The four questions each business leader must ask him or herself when formulating a growth strategy The sixteen different pathways to growth that those four questions unlock, and how to follow them Interviews with key leaders and executives who bring the author's framework to life Perfect for executives, managers, and entrepreneurs tasked with growing revenue, Growing the Top Line also belongs on the bookshelves of business enthusiasts and employees who hope to make a quantifiable impact in their work.
Download or read book Grow written by Jim Stengel and published by Crown Currency. This book was released on 2011-12-27 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ten years of research uncover the secret source of growth and profit … Those who center their business on improving people’s lives have a growth rate triple that of competitors and outperform the market by a huge margin. They dominate their categories, create new categories and maximize profit in the long term. Pulling from a unique ten year growth study involving 50,000 brands, Jim Stengel shows how the world's 50 best businesses—as diverse as Method, Red Bull, Lindt, Petrobras, Samsung, Discovery Communications, Visa, Zappos, and Innocent—have a cause and effect relationship between financial performance and their ability to connect with fundamental human emotions, hopes, values and greater purposes. In fact, over the 2000s an investment in these companies—“The Stengel 50”—would have been 400 percent more profitable than an investment in the S&P 500. Grow is based on unprecedented empirical research, inspired (when Stengel was Global Marketing Officer of Procter & Gamble) by a study of companies growing faster than P&G. After leaving P&G in 2008, Stengel designed a new study, in collaboration with global research firm Millward Brown Optimor. This study tracked the connection over a ten year period between financial performance and customer engagement, loyalty and advocacy. Then, in a further investigation of what goes on in the “black box” of the consumer’s mind, Stengel and his team tapped into neuroscience research to look at customer engagement and measure subconscious attitudes to determine whether the top businesses in the Stengel Study were more associated with higher ideals than were others. Grow thus deftly blends timeless truths about human behavior and values into an action framework – how you discover, build, communicate, deliver and evaluate your ideal. Through colorful stories drawn from his fascinating personal experiences and “deep dives” that bring out the true reasons for such successes as the Pampers, HP, Discovery Channel, Jack Daniels and Zappos, Grow unlocks the code for twenty-first century business success.
Download or read book Stall Points written by Matthew S. Olson and published by Yale University Press. This book was released on 2008-01-01 with total page 251 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this probing study of the growth experience of Fortune 100-sized firms across the past fifty years, authors Olson and van Bever find that great companies stop growing not because of market saturation, government regulation, or other external constraints but rather because of a finite set of common strategy mistakes that appear time after time, across industries, across geography, and across the economic cycle."--Jacket.
Download or read book Shock the Topline written by David Estrada and published by . This book was released on 2016-04 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Too often, books intended to help advance insurance professionals' careers are thinly disguised general sales theory, containing programs and advice drawn from the latest pop psychology. Such books are rarely written by industry insiders, and while they loudly tell you what you need to do, they never tell you how. It's time to change this unhelpful dynamic. Written by award-winning retail insurance sales producer and senior industry leader David E. Estrada, Shock the Topline offers a practical, no-nonsense guide for insurance professionals who want to achieve success and generate opportunities for career advancement. Estrada focuses on three core elements vital for success: gaining perspective within the industry, increasing topline revenues, and developing leadership skills. This book is not only for producers: Estrada's penetrating insight and experience will help sales leaders, agency owners, and brokerage leaders better understand the challenges faced by their production teams. A career in insurance can be both fulfilling and rewarding. Your efforts serve the needs of others and protect the social fabric-a noble goal if ever there were one. Let Estrada help you take your career to the next level and shock your topline.
Download or read book The Physics of Business Growth written by Edward Hess and published by Stanford University Press. This book was released on 2012-05-24 with total page 143 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Captures the basic laws of growth companies and creates a new formula for success.” —Richard A. D’Aveni, Tuck School of Business, Dartmouth College Organic business growth is governed by its own natural laws—underlying truths that set the stage for growth and innovation, much in the way that Einstein’s theory of relativity accounts for the movement of objects in the space-time continuum. The most fundamental law is that uncertainty is the only certainty. Dominating forces are ambiguity and change; the processes at work involve exploration, invention, and experimentation. Unfortunately, these truths run counter to the principles of stability, predictability, and linearity that have long informed the design of our firms. The Physics of Business Growth explains how to create growth in today’s business environment, providing a roadmap and a set of practical tools to navigate its challenges. The book lays out a three-step formula that will prove invaluable to professionals who have the opportunity to influence growth now, as well as to tomorrow’s growth leaders, guiding them in (1) creating the right employee and organizational mindsets to enable growth, (2) building an internal corporate growth system, and (3) putting in place processes that result in identifying opportunities, launching growth experiments, and managing a growth portfolio. “Avoids the trap of magical thinking, which glosses over the messiness and complexity involved in growing a business. Rather, they offer a robust toolkit that growth leaders can adapt to their own circumstances.” —J. M. Ryan, Senior Fellow, Wharton Executive Education
Download or read book Every Business Is a Growth Business written by Ram Charan and published by Crown Currency. This book was released on 2000-04-04 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the number one item on every company's agenda? Profitable Growth. Every Business Is a Growth Business is your one-stop guide to making profitable growth happen. It's a radical and refreshing source of ideas, inspiration, and common sense, all based on the unparalleled experience and access of Ram Charan and Noel Tichy. Charan and Tichy have worked with some of the world's leading executives--people such as Jack Welch of GE, Eckhard Pfeiffer of Compaq, Larry Bossidy of Allied Signal, John Reed of Citigroup, Dick Brown of Cable & Wireless, Alex Trotman and Jacques Nasser of Ford, and the senior management of Coca-Cola--who have transformed their companies into profitable growth machines. Every Business Is a Growth Business is a distillation of what the authors and these unique leaders have learned about profitable growth: If your business isn't growing sustainably and profitably, it's dying. Any business can grow profitably. There is no such thing as a mature business. A company grows because growth is in the corporate mindset, created by the company's leaders. The mindset of growth starts at the top, but it must reach all the way to the bottom. Sustainable growth is profitable and capital-efficient. "Broadening your pond," changing your company's genetic code, developing a growth strategy from the outside in, and other unique ideas. Every Business Is a Growth Business includes inside accounts of how GE Medical, Allied Signal, Compaq, Citibank, Reynolds and Reynolds, Praxair, and GE Capital developed profitable growth strategies. It includes "The Handbook for Growth," a highly practical guide that will be an immense help as you and your team develop your company's profitable growth strategy.
Download or read book Product Led Growth written by Bush Wes and published by . This book was released on 2019-05 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"
Download or read book Making Innovation Work written by Tony Davila and published by FT Press. This book was released on 2012-11-09 with total page 545 pages. Available in PDF, EPUB and Kindle. Book excerpt: Profitable innovation doesn’t just happen. It must be managed, measured, and properly executed, and few companies know how to accomplish this effectively. Making Innovation Work presents a formal innovation process proven to work at HP, Microsoft and Toyota, to help ordinary managers drive top and bottom line growth from innovation. The authors have drawn on their unsurpassed innovation consulting experience -- as well as the most thorough review of innovation research ever performed. They'll show what works, what doesn't, and how to use management tools to dramatically increase the payoff from innovation investments. Learn how to define the right strategy for effective innovation; how to structure an organization to innovate best; how to implement management systems to assess ongoing innovation; how to incentivize teams to deliver, and much more. This book offers the first authoritative guide to using metrics at every step of the innovation process -- from idea creation and selection through prototyping and commercialization. This updated edition refreshes the examples used throughout the book and features a new introduction that gives currency to the principles covered throughout.
Download or read book Growth IQ written by Tiffani Bova and published by Penguin. This book was released on 2018-08-14 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: A WALL STREET JOURNAL BESTSELLER Do you know the best way to drive your company's growth? If not, it's time to boost your Growth IQ. Trying to find the one right move that will improve your business's performance can feel overwhelming. But, as you'll discover in Growth IQ, there are just ten simple--but easily misunderstood--paths to growth, and every successful growth strategy can be boiled down to picking the right combination and sequence of these paths for your current context. Tiffani Bova travels around the world helping companies solve their most vexing problem: how to keep growing in the face of stiff competition and a fast-changing business environment. Whether she's presenting to a Fortune 500 board of directors or brainstorming over coffee with a startup founder, Bova cuts through the clutter and confusion that surround growth. Now, she draws on her decades of experience and more than thirty fascinating, in-depth business stories to demonstrate the opportunities--and pitfalls--of each of the ten growth paths, how they work together, and how they apply to business today. You'll see how, for instance: * Red Bull broke Coca-Cola and PepsiCo's stranglehold on the soft drink market by taking the Customer Base Penetration path to establish a foothold with adventure sports junkies and expand into the mainstream. * Marvel transformed itself from a struggling comic book publisher into a global entertainment behemoth by using a Customer and Product Diversification strategy and shifting their focus from comic books to comic book characters in movies. * Starbucks suffered a brand crisis when they overwhelmed their customers with a Product Expansion strategy, and brought back CEO Howard Schultz to course-correct by returning to the Customer Experience path. Through Bova's insightful analyses of these and many other case studies, you'll see why it can be a mistake to imitate strategies that worked for your competitors, or rely on strategies that worked for you in the past. To grow your company with confidence, you first need to grow your Growth IQ.
Download or read book The Granularity of Growth written by Patrick Viguerie and published by John Wiley & Sons. This book was released on 2011-01-13 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: While growth is a top priority for companies of all sizes, it can be extremely difficult to create and maintain—especially in today’s competitive business environment. The Granularity of Growth will put you in a better position to succeed as it reveals why growth is so important, what enables certain companies to grow so spectacularly, and how to ensure that growth comes from multiple sources as you take both a broad and a granular view of your markets.
Download or read book Growing a Business written by Rupert Merson and published by The Economist. This book was released on 2016-03-01 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Growth is a clear goal for ambitious entrepreneurs and leaders. It's often a short hand for business - and wider economic - success. But it's not without its pitfalls and challenges, and planning for, and managing, a growing business needs careful thought. Take, for example, the start-up facing for the first time the need to balance flexibility with more structure. Or a larger business tackling a range of divisions evolving at different speeds. Or an inspirational owner-founder confronting the need to step back and let other take the business forward. These are the kinds of challenges that Growing a Business tackles head-on. Drawing on a wide range of models and research and using case studies from across the business world, it offers practical advice and guidance on a whole range of topics, including: the different types and stages of growth; predicting the problems presented by growth; identifying growth triggers and barriers; the implications of growth: financially, culturally and for the people involved in the business. Growing a Business is required reading for owners and managers looking to understand a foster growth in their businesses.
Download or read book Creating a Sustainable Brand written by Henk Campher and published by Routledge. This book was released on 2017-09-08 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sustainable brands may have started as "doing less harm" and shaving costs off the bottom line. But brands today, supported by over a decade of phenomenal changes in sustainability, are looking for the holy grail of sustainable business – a fusion of products and branding that can actually drive sustainability and grow the business top line.Consumers have already joined the party. Just look at TOMS, Patagonia, Method, Seventh Generation, Dove and many more. What is missing isn’t the consumer but a better understanding of what fully-rounded consumers really want in their quest for a healthy, fulfilling life.This guide by sustainable brand expert Henk Campher is the model for creating a sustainable brand that people can trust, buy and above all, advocate for. Campher cuts through the myths and noise to offer an experienced expert's 101 for creating an irresistible brand, clearly setting out: what makes a product or service sustainable; the basic elements of sustainable branding strategy and a deep understanding of how consumers connect with a brand; an original model for assessing the sustainability of your brand, and; a host of examples of sustainable brands, drawing on the author's firsthand experience as part of the team at Edelman and Oxfam and founder of the Nelson Mandela initiated Proudly South African campaign.
Download or read book Sales Growth written by Thomas Baumgartner and published by John Wiley & Sons. This book was released on 2012-04-24 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
Download or read book The Second Bounce Of The Ball written by Sir Ronald Cohen and published by Weidenfeld & Nicolson. This book was released on 2008-09-18 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'One of the best books written on entrepreneurship in recent years' FINANCIAL TIMES In business, everyone can see the first bounce of the ball. It is the second bounce that is uncertain. Ronald Cohen, one of the world's leading private-equity investors, argues that the entrepreneur's aim is to take advantage of that uncertainty: for it is only in situations of uncertainty that significant gains can be made. Putting it another way, successful entrepreneurs know how to turn risk into opportunity. The book is essential reading for entrepreneurs, wannabe entrepreneurs and all those who want to apply entrepreneurial approaches in all walks of life. It provides relevant background on the development of entrepreneurship and of the venture-capital and private-equity industry through the prism of Cohen's experience at Apax. It provides guidance about how to take advantage of business opportunity: the right people and the right money and the roles played by personality and luck and underlines the importance of ethics.
Download or read book The Founder s Mentality written by Chris Zook and published by Harvard Business Review Press. This book was released on 2016-05-17 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Washington Post Bestseller Three Principles for Managing—and Avoiding—the Problems of Growth Why is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment: find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, authors of the bestselling Profit from the Core, researched this question, they found that when companies fail to achieve their growth targets, 90 percent of the time the root causes are internal, not external—increasing distance from the front lines, loss of accountability, proliferating processes and bureaucracy, to name only a few. What’s more, companies experience a set of predictable internal crises, at predictable stages, as they grow. Even for healthy companies, these crises, if not managed properly, stifle the ability to grow further—and can actively lead to decline. The key insight from Zook and Allen’s research is that managing these choke points requires a “founder’s mentality”—behaviors typically embodied by a bold, ambitious founder—to restore speed, focus, and connection to customers: • An insurgent’s clear mission and purpose • An unambiguous owner mindset • A relentless obsession with the front line Based on the authors’ decade-long study of companies in more than forty countries, The Founder’s Mentality demonstrates the strong relationship between these three traits in companies of all kinds—not just start-ups—and their ability to sustain performance. Through rich analysis and inspiring examples, this book shows how any leader—not only a founder—can instill and leverage a founder’s mentality throughout their organization and find lasting, profitable growth.
Download or read book The Revenue Marketing Book written by Yaagneshwaran Ganesh and published by Notion Press. This book was released on 2020-05-09 with total page 83 pages. Available in PDF, EPUB and Kindle. Book excerpt: The success of the modern B2B marketing team will be evaluated by the revenue impact it delivers to the company and Yaag has laid out a crisp and compelling model on how to transform marketing into a revenue-generating team. - Jeff Davis, Founder and Principal, JD2 Consulting and award-winning author of Create Togetherness “A must-read operating manual for marketers who want to deliver exponential revenue.” - Sangram Vajre, Author, Co-founder at Terminus and the host of #FlipMyFunnel, a top-50 business podcast in the world “All your marketing channels, properties and activities are a waste of time unless they contribute to revenue. Yaag’s book gives you an approach to make your marketing count.” - Vinod Muthukrishnan, Chief Growth Officer at Cisco It doesn’t matter how sophisticated your martech stack is, what your marketing budget is or how many people you have in your marketing organization. You must know what is contributing to revenue (directly or indirectly), what is working and what needs to be done away with. The Revenue Marketing Book provides you with ideas, direction and a framework to map your marketing activities and channels to a revenue outcome. Make an impact. Build a predictable recurring revenue engine.
Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-05-11 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.
