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A blueprint for sustainable growth based on world-class sales leadership Sales Growth details McKinsey & Company's essential insights on enhancing global sales in any organization. Based on research from more than 200 sales leaders at global companies, the strategies presented here form the foundation of sustainable growth for any business. From identifying growth opportunities before your competitors, to optimizing direct and indirect channels, to embedding excellence in the sales organization this book provides key insights to help you drive growth and build capabilities both now and in the future. This updated second edition has new chapters on why presales deserves more attention, how to get the most out marketing, and how technology and outsourcing could entirely reshape the sales function. More than 30 stand-alone interviews with sales leaders at the top of their industries make two things clear--sales are critical to growth, and it's the sales leaders that drive sales. This book shows you what you could be doing differently, with proven strategies from leading global organizations. Be the first to spot new growth opportunities Serve diverse customers with divergent needs Drive growth with technology and sales operations Build capabilities for the short and long term Be courageous in leadership How does an organization grow in the face of economic uncertainty? How do some companies find new markets and opportunities before everyone else? How can a company expand beyond its usual customer base without losing ground? These questions are universal, and a time-tested blueprint for sales growth--drafted by sales executives for sales executives--is the answer. Sales Growth provides expert insight and a practical framework for long-term growth at any company, in any industry, in any market.
The ideal companion to Valuation, Fifth Edition If you want to get more out of Valuation, Fifth Edition, then pick up the Valuation Workbook. This comprehensive study guide provides you with an invaluable opportunity to explore your understanding of the strategies and techniques covered in the main text, before putting it to work in real-world situations. Along with a complete answer key, this workbook also covers such essentials as value creation, value metrics, M&A and joint ventures, and valuation frameworks. Brief summary chapters also help to reinforce major points. Walks you through Valuation, Fifth Edition, providing chapter-by-chapter coverage of the core text Offers complete coverage of analyzing historical information, estimating the cost of capital and continuing value, forecasting performance, and calculating results Tests your comprehension of the ideas presented throughout, with multiple-choice questions and problems Valuation Workbook is filled with a wealth of practical learning exercises and information that will help you understand and apply the proven principles found in Valuation, Fifth Edition.
An accessible guide to the essential issues of corporate finance While you can find numerous books focused on the topic of corporate finance, few offer the type of information managers need to help them make important decisions day in and day out. Value explores the core of corporate finance without getting bogged down in numbers and is intended to give managers an accessible guide to both the foundations and applications of corporate finance. Filled with in-depth insights from experts at McKinsey & Company, this reliable resource takes a much more qualitative approach to what the authors consider a lost art. Discusses the four foundational principles of corporate finance Effectively applies the theory of value creation to our economy Examines ways to maintain and grow value through mergers, acquisitions, and portfolio management Addresses how to ensure your company has the right governance, performance measurement, and internal discussions to encourage value-creating decisions A perfect companion to the Fifth Edition of Valuation, this book will put the various issues associated with corporate finance in perspective.
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