Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth

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John Wiley & Sons, Apr 13, 2012 - Business & Economics - 240 pages
Strategies for any company to transform its sales and marketing efforts in a way that truly accelerates revenue growth

Revenue Disruption delivers bold new strategies to transform corporate revenue performance and ignite outsized revenue growth. Today's predominant sales and marketing model is at best obsolete and at worst totally dysfunctional. This book offers a completely new operating methodology based on a sales and marketing approach that recognizes the global technological, cultural, and media changes that have forever transformed the process of buying and selling. The dysfunctional state of today's corporate revenue creation model results in trillions of dollars in lost growth opportunities. Revenue Disruption examines the problems of the current model and offers real-world solutions for fixing them. It lays out a detailed plan that businesspeople and companies can use to fundamentally transform their sales and marketing performance to win this century's revenue battle.

 

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Contents

The Selling Cry of the Lonely Hunter
7
Demand Generation Emerges
17
Chapter
22
Sales Is from Mars Marketing
23
The Sea Change Called Social Media
33
Coffees Not Just for Closers Anymore
39
1
45
Leaving Trillions on the Table
51
Seed NurturingHelping Your
115
17
125
18
139
19
149
Technology for the Revenue Process
161
Never Forget the Creative Side
171
Bibliography
175
a Playbook
191

11
67
The Power of a Revenue Cycle Process
73
13
83
THE LEVERS TO REVENUE
93
Chapter 27
95
15
101
25
197
26
205
29
213
33
219
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About the author (2012)

Phil Fernandez is cofounder, President, and CEO of Marketo, a global leader in revenue performance management solutions, recently named one of "America's Most Promising Companies" by Forbes. A Silicon Valley veteran, Phil has over 30 years ofexperience in building and managing breakout technology companies. Prior to Marketo, Phil was president and COO of Epiphany, a public enterprise software company known for its visionary marketing products. For each of the last three years, the Sales Lead Management Association named him one of the "50 Most Influential People in Sales Lead Management."

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