Download 42 Rules for Growing Enterprise Revenue. Go-to-Market by Lilia Shirman PDF

By Lilia Shirman

Customer relevance is on the middle of any profitable profit development process. 42 principles for starting to be company Revenue is for firms that are looking to topic extra to the company shoppers and markets that symbolize the best possibilities for progress. those confirmed, cross-functional tasks let enterprise leaders to spot and comprehend shoppers' context for purchases, and turn out their businesses' price in ways in which are appropriate inside of that context. Shirman combines years of expertise taking company items to industry and interviews with company leaders at Cisco, EMC, Adobe, VMware, Citrix, and others to distill actionable suggestions for B2B owners to force sustainable shopper relevance and profit progress.

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Additional info for 42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers

Example text

Rule 7 Size Matters, and So Does Ability Most new strategies fail due to internal issues When prioritizing growth initiatives, many companies focus too much on the size of a market opportunity and insufficiently on their ability to successfully pursue it. Their business plans analyze opportunity size, the rate of revenue growth, and market share potential. The revenue opportunity is quantified by customer segment, geography, and product. Risk assessments focus on external factors like competitors, regulators, and customers.

Use these references in other parts of the world where your existing customers have a strong presence. You can also leverage the added credibility of internal references within an international account to sell into these customers’ foreign divisions. Growth in foreign markets takes time, patience, and help from the locals. Before entering a new market, amass the right resources and internal support required for a long-term commitment. Pulling out of a market because early results don’t meet expectations damages credibility immensely.

Contents Foreword Foreword by Jill Konrath Intro Part I Relevance Is a Corporate Initiative Rule 1 Rules Are Meant to Be Broken Rule 2 Relevance Is Multidimensional Rule 3 Your Organizational Structure Is Irrelevant Rule 4 Deposit Your Quarters in Sync Rule 5 Build Your Portfolio of Corporate Skills Rule 6 Quantum Theory Applies to Business Too Part II Pursue Markets Where You Matter Rule 7 Size Matters, and So Does Ability Rule 8 Markets Are Audiences and Needs Rule 9 Slice and Dice Your Market Rule 10 Know How Well They Know You Rule 11 Customers Are People, Not Segments Rule 12 Commit to Long Stays Abroad Rule 13 Mix with the Locals Part III Cultivate Customer Collaboration Rule 14 Relationships Happen Between Contract Renewals Rule 15 Hand the Pen to the Customer Rule 16 Stop Marketing, Start Collaborating Rule 17 Turn Your Pitch into a Conversation Rule 18 Ask Customers to Say “I Wish” Rule 19 Relevant References Are Farmed, Not Hunted Part IV Context Defines Relevance and Value Rule 20 Think Bottled Water, in a Desert Rule 21 Know What It’s For Rule 22 The Pudding Is in the Proof Rule 23 Build Logical Value Stories Rule 24 Compete on Experience Rule 25 Separate Education and Sales Rule 26 Use Services Strategically Part V Succeeding with Solutions Rule 27 Solution Selling May Suffice Rule 28 Mousetraps Don’t Eliminate Rodent Infestations Rule 29 The Orchestra Has Many Instruments Rule 30 You Don’t Have to Be the Conductor Rule 31 Ecosystems Power Solutions Rule 32 Get Ready, Set, Juggle!

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