Revenue Operations. Stephen Diorio

IV: How to Get Started and Drive Impact CHAPTER 11: Deliver Growth with Six Smart Actions Deliver Growth with Smart Actions Six Proven Smart Actions That Work Get Better Visibility into the Revenue Cycle Simplify the Selling Workflow Share Marketing Insights with Frontline Sellers Develop and Retain High-Performing Selling Talent Make Selling Channels More Effective Streamline and Personalize the Selling Content Supply Chain CHAPTER 12: Tailor Revenue Operations to Work for Your Business, Big or Small How Revenue Operations Can Grow Revenues, Profits, and Value in Your Business Transforming the Large Enterprise Actions Enterprise Leaders Should Be Prioritizing Achieving Hyper-Growth for Small Companies Actions Hyper-Growth Leaders Should Be Prioritizing CHAPTER 13: Make the Business Case for Your Growth System, from Activity to Impact Prioritize Actions That Will Generate Short- and Long-Term Value A Financially Valid Framework for Connecting Smart Actions to Firm Value: The Revenue Value Chain How to Apply the Financial Framework to Create Budget, Buy-In, and Action CHAPTER 14: Practical Tools to Take Control of Your Revenue Cycle

      10  Glossary

      11  References

      12  Index

      13  End User License Agreement

      List of Illustrations

      1 Chapter 1FIGURE 1.1 The Revenue CycleFIGURE 1.2 Sources of Shareholder Return. Source: Data from E. Olsen, F. Pla...FIGURE 1.3 Revenue Growth and Firm Value. Source: Blue Ridge Partners, Pitch...FIGURE 1.4 The Commercial Processes That Create Firm Value. Source: 1) Brand...FIGURE 1.5 The Megatrends That Changed the Growth Formula

      2 Chapter 3FIGURE 3.1 The Six Pillars of a Management System for Revenue Operations

      3 Chapter 4FIGURE 4.1 Distribution of Growth Levers Across Executive Functions

      4 Chapter 6FIGURE 6.1 The Revenue Operating System: IntroductionFIGURE 6.2 The Revenue Operating System: Building BlocksFIGURE 6.3 The Modern Growth Investment Mix. Source: The Marketing Accountab...FIGURE 6.4 The Revenue Operating System

      5 Chapter 7FIGURE 7.1 The Effectiveness of Technology Infrastructure Supporting the Sal...FIGURE 7.2 Aligning the Technology Stack with the Most Common Points of Fail...FIGURE 7.3 Three Ways Technology Can Enhance Selling ChannelsFIGURE 7.4 Connecting the Dots Between Sales Engagement Data and Business Va...

      6 Chapter 8FIGURE 8.1 The Top Opportunities to Better Manage Sales Teams. Source: Reven...

      7 Chapter 9FIGURE 9.1 The Top Ways Customer Behavior Is Impacting Remote Selling Produc...

      8 Chapter 10FIGURE 10.1 The Interrelated Decision Factors That Inform Growth System Perf...

      9 Chapter 11FIGURE 11.1 Revenue Cycle InsightsFIGURE 11.2 The Digital Selling PlatformFIGURE 11.3 Account-Based MarketingFIGURE 11.4 The Integrated Learning and Development ProcessFIGURE 11.5 Real-Time Data-Driven SellingFIGURE 11.6 Intelligent Response Management

      10 Chapter 12FIGURE 12.1 The Relative Performance and Valuation of Different Commercial M...FIGURE 12.2 The Relative Performance and Valuation of Different Commercial M...

      11 Chapter 13FIGURE 13.1 The Revenue Value ChainFIGURE 13.2 The Revenue Value Chain (Example)

      Guide

      1  Cover Page

      2  Title Page

      3  Copyright

      4  Acknowledgments

      5  Introduction

      6  Table of Contents

      7  Begin Reading

      8  Glossary

      9  References

      10  Index

      11  WILEY END USER LICENSE AGREEMENT

      Pages

      1  iii

      2  iv

      3  ix

      4  x

      5  xi

      6  xii

      7  xiii

      8  xiv