Скачать или смотреть Double-Digit Growth (and why you're stuck on single digits)

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If you're aiming for double-digit growth but consistently end up settling for singles, this documentary explains why (and, what to do about it).

Justin Roff-Marsh takes us on a journey, back to the 1950s to contrast the design of two organizations' front-of-house. Prince Castle (where Ray Kroc sold milkshake machines) had a traditional sales model—where the salesperson was the organization's customer interface. But, not so, at Xerox. Xerox's revolutionary pay-per-print proposition introduced a new relationship between the customer, the Sales department and Operations.

Justin argues that, today, most transactions closely resemble Xerox's pay-per-print proposition—but most sales departments continue to emulate the Prince Castle sales model.

This is what prevents mid-size, industrial organizations from generating double-digit growth.

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CHAPTERS

0:00 Why do Industrial Businesses Struggle to Achieve Double-Digit Growth
1:26 1954: Ray Croc and The Role of the Salesperson
2:42 1959: The birth of the Modern Industrial Sales Environment
4:49 The Implications for Modern Businesses
7:39 What Could Go Wrong
9:02 TRUTH #1: Salespeople Do Not Generate Revenue
9:37 TRUTH #2 Operations—Not Sales–Does Generate Revenue
10:37 TRUTH #3: Customer Relationships (or Accounts) are Annuities
11:23 TRUTH #4: The Value of an Account is Inversely Proportional to its Cumulative Spend
12:29 Adrift From Reality and our Litany of Bad Decisions
13:31 The Design Flaw and How to Fix it
15:43 The Magic of Loose Coupling (and Why Sales is like a Cyclist)
17:35 Operations Change #1: Customer Service
18:44 Operations Change #2: Onboarding
19:15 Operations Change #3: Engineering
20:44 Operations Change #4: Account Management
21:35 From Single- to Double-Digit Growth
22:12 Move Your Core Sales Team Inside
23:55 More Growth Requires a New Definition of a Sales Opportunity
25:40 Look What You’ve Done!
26:16 Two Loose Ends: # 1 Cold Calling
27:45 Two Loose Ends: #2 Legacy Salespeople
29:19 Double-Digit Growth