{"product_id":"revenue-operations-a-new-way-to-align-sales-marketing-monetize-data-and-ignite-growth-hardback-9781119871118","title":"Revenue Operations; A New Way to Align Sales \u0026 Marketing, Monetize Data, and Ignite Growth (Hardback) 9781119871118","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eRevenue Operations\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eA New Way to Align Sales \u0026amp; Marketing, Monetize Data, and Ignite Growth\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cem\u003e\u003cp\u003e\"Diorio and Hummel lay out a practical system for generating scalable and sustainable growth that applies to virtually any business - large or small - that wants to generate more growth and value.\"\u003c\/p\u003e \u003cp\u003e- Bob Kelly, CEO, Sales Management Association\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eRevenue Operations\u003c\/i\u003e is an essential career roadmap for those that have made growth their cornerstone objective.\"\u003c\/p\u003e \u003cp\u003e- Bob Liodice, President and CEO, The Association of National Advertisers\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eRevenue Operations\u003c\/i\u003e, a new business digest on how to assemble multiple functional disciplines being executed by different internal organizations and designing a system for a consistent, cost-effective revenue growth. Diorio and Hummel give the business community a playbook every executive team should be aware of to optimize the growth of their company. \u003ci\u003eRevenue Operations\u003c\/i\u003e is a must read that should be on every CEO’s list of executive and management books.\"\u003c\/p\u003e \u003cp\u003e- Rich Ehld, Founder, Sirius Decisions\u003c\/p\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eStephen G. Diorio (Author), Chris K. Hummel (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119871118, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 23 May 2022\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e304 pages\u003cbr\u003e23.4 x 15.5 x 3 cm, 0.499 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eCrush siloes by connecting teams, data, and technologies with a new systems-based approach to growth.\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003eGrowing a business in the 21st Century has become a capital intensive and data-driven team sport. In \u003ci\u003eRevenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth\u003c\/i\u003e, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With \u003ci\u003eRevenue Operations\u003c\/i\u003e, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: \u003c\/p\u003e\n\u003cul\u003e \u003cli\u003eReal-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses.\u003c\/li\u003e \u003cli\u003eThe six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets.\u003c\/li\u003e \u003cli\u003eNine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs.\u003c\/li\u003e \u003cli\u003eThe skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eAn indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - \u003ci\u003eRevenue Operations\u003c\/i\u003e is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Revenue Operations, A System for Growth 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Take Control of the Revenue Cycle 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroducing Revenue Operations, a New Way to Create Sustainable, Scalable Growth 3\u003c\/p\u003e \u003cp\u003eThe Financial Link Between Firm Value and Growth 7\u003c\/p\u003e \u003cp\u003eThe Challenges of Growth in the Twenty- First Century: Customers, Disruptions, and Fragmentation 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Create Value and Impact from Revenue Operations 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Creates Value 28\u003c\/p\u003e \u003cp\u003eThe Change Management Hurdle 32\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II the Management System to Align Your Revenue Teams 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Understand Six Pillars of the Management System 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCommercial Leadership That Unifies Marketing, Sales, and Service 41\u003c\/p\u003e \u003cp\u003eCommercial Operations That Support All Growth- Related Functions 44\u003c\/p\u003e \u003cp\u003eCommercial Architecture That Maximizes the Return on Selling Assets 47\u003c\/p\u003e \u003cp\u003eCommercial Insights Built on Customer Engagement and Seller Activity Data 50\u003c\/p\u003e \u003cp\u003eCommercial Enablement Capabilities That Turn Your Technology into a “Force Multiplier” 54\u003c\/p\u003e \u003cp\u003eCommercial Practices That Maximize Return from Customer Data, Technology, Content, and Intellectual Property Assets 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Lead a Modern Business That Aligns Marketing, Sales, and Service 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGrowth Levers Across Executive Functions 61\u003c\/p\u003e \u003cp\u003eA New Generation of Growth Leader Emerges 67\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Use One of Three Leadership Models: The Tsar, the Federation, and the Chief of Staff 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Tsar: Putting a “CXO” in Charge of Revenue Teams 74\u003c\/p\u003e \u003cp\u003eThe Federation: An Alliance Among Leadership Functions 77\u003c\/p\u003e \u003cp\u003eThe Chief of Staff: A Revenue Operations “Rock Star” 83\u003c\/p\u003e \u003cp\u003eCase Study: Enhancing Value Across the Company at GHX 84\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III An Operating System for Conecting Technology, Data, Processes, and Teams 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Assemble the Nine Building Blocks of Revenue Operations 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Does an Operating System for Business Look Like? 90\u003c\/p\u003e \u003cp\u003eThe Building Blocks of the Revenue Operating System 92\u003c\/p\u003e \u003cp\u003eThe Team That Connects the Most Dots Wins 94\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Connect Your Data, Technology, and Channel Assets to Acquire More Customers 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Importance of Strategically Managing the Return on Commercial Assets 99\u003c\/p\u003e \u003cp\u003eBuilding Block #1: Revenue Enablement – CRM, Content, and Learning Technologies That Support Selling 103\u003c\/p\u003e \u003cp\u003eBuilding Block #2: Channel Optimization – Selling Channels That Maximize Effective and Efficient Interactions 110\u003c\/p\u003e \u003cp\u003eBuilding Block #3: Customer- Facing Technology – The Owned Digital Selling Infrastructure That Manages Customer Touchpoints 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Blend Data into Insights That Inform Selling Actions, Conversations, and Decisions in Real Time 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnlocking the Potential of Analytics to Ignite Growth 131\u003c\/p\u003e \u003cp\u003eBuilding Block #4: Revenue Intelligence – Manage and Measure Financial Value 135\u003c\/p\u003e \u003cp\u003eBuilding Block #5: Engagement Data Hub– Leverage Advanced Analytics to Connect Growth Assets to Value 143\u003c\/p\u003e \u003cp\u003eBuilding Block #6: Customer Intelligence– Use Customer Data to Inform Decisions, Actions, and Conversations 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Extract More Revenue and Margins from Your Teams and Resources 155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #7: Talent Development – Attract, Develop, and Retain Commercial Talent 157\u003c\/p\u003e \u003cp\u003eBuilding Block #8: Revenue Optimization – Allocate People, Time, and Effort Against Opportunities 165\u003c\/p\u003e \u003cp\u003eBuilding Block #9: Revenue Enhancement – Increase Revenue Yield with Better Packaging, Pricing, and Personalizing Offers 171\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Tune the Revenue Operating System to Get Maximum Performance 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDigitize Planning Processes to Improve Agility in Deploying Your Resources 179\u003c\/p\u003e \u003cp\u003eUse Analytics to Make Better Predictions, Forecasts, and Investment Decisions 181\u003c\/p\u003e \u003cp\u003eAdopt Advanced Modeling Techniques to Evaluate More Scenarios and Build Consensus 185\u003c\/p\u003e \u003cp\u003eThe Power of Simulations to “War Game” Scenarios, Pressure Test Plans, and Building a Common Purpose 189\u003c\/p\u003e \u003cp\u003eThe Power of Models to Algorithmically Balance and Tune Your Revenue Engine 191\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV How to Get Started and Drive Impact 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Deliver Growth with Six Smart Actions 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDeliver Growth with Smart Actions 196\u003c\/p\u003e \u003cp\u003eSix Proven Smart Actions That Work 197\u003c\/p\u003e \u003cp\u003eGet Better Visibility into the Revenue Cycle 198\u003c\/p\u003e \u003cp\u003eSimplify the Selling Workflow 200\u003c\/p\u003e \u003cp\u003eShare Marketing Insights with Frontline Sellers 201\u003c\/p\u003e \u003cp\u003eDevelop and Retain High- Performing Selling Talent 204\u003c\/p\u003e \u003cp\u003eMake Selling Channels More Effective 205\u003c\/p\u003e \u003cp\u003eStreamline and Personalize the Selling Content Supply Chain 208\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Tailor Revenue Operations to Work for Your Business, Big or Small 211\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Can Grow Revenues, Profits, and Value in Your Business 211\u003c\/p\u003e \u003cp\u003eTransforming the Large Enterprise 212\u003c\/p\u003e \u003cp\u003eActions Enterprise Leaders Should Be Prioritizing 213\u003c\/p\u003e \u003cp\u003eAchieving Hyper- Growth for Small Companies 217\u003c\/p\u003e \u003cp\u003eActions Hyper- Growth Leaders Should Be Prioritizing 218\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 Make the Business Case for Your Growth System, from Activity to Impact 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrioritize Actions That Will Generate Short- and Long- Term Value 223\u003c\/p\u003e \u003cp\u003eA Financially Valid Framework for Connecting Smart Actions to Firm Value: The Revenue Value Chain 226\u003c\/p\u003e \u003cp\u003eHow to Apply the Financial Framework to Create Budget, Buy-In, and Action 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Practical Tools to Take Control of Your Revenue Cycle 233\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGlossary 243\u003c\/p\u003e \u003cp\u003eReferences 255\u003c\/p\u003e \u003cp\u003eIndex 265\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453528895768,"sku":"9781119871118","price":18.28,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119871118.jpg?v=1785285816","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/revenue-operations-a-new-way-to-align-sales-marketing-monetize-data-and-ignite-growth-hardback-9781119871118","provider":"Freshly Printed Books","version":"1.0","type":"link"}