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You don't get to choose your results. You choose your habits, and THEY determine your results. Kevin Trokey | Wendy Keneipp
This book is like the blueprint and personal coach you've needed to grow your business. In The Salesperson's Guide to Growing a Business, Kevin Trokey and Wendy Keneipp give you the insight you need to transform your business into a prosperous and rewarding operation.
Whether you are a business professional looking to grow professionally, a salesperson looking to grow a book of business, or an owner looking to grow an entire organization, you will find what you need in this book to make you one of the top performers in your field!
This book will show you how to:
Craft your vision for the future and work toward it systematically
Create messaging and marketing that distinguishes your company
Build a sales process that engages buyers and drives predictable results
Develop an intentional client experience that keeps clients around year after year
Lead your team with strong communication to engage them with the company goals
There is no part of your business you won't understand at a more actionable level. Better than that, you'll understand how to tie it all together to create a single, well-running machine.
And, if you're thinking the "small stuff" doesn't make a difference, believe Kevin and Wendy— it does. They give you detailed instructions and resources that leave nothing to chance; they'll help you create your #PathToGrowth.
Whether you're an owner responsible for the entire business or a contributing team member, you need a holistic understanding of the organization. A growing business requires a knowledgeable, fully engaged team capable of contributing to strategy and execution.
A team filled with professionals who all think and act like business owners has a huge competitive advantage. When that type of team regularly engages together in problem-identification and solving, communication, company messaging, sales process, and client engagement, it is all but impossible to beat.
Your team is capable of it; you need to be a driver of the transformation. This book is a literal instruction manual filled with common sense ideas, strategies, and resources that will take you from "doing okay" to "killin' it."
Kevin and Wendy will show you a clear and strategic way to grow your business. Make this the guidebook to take on your journey.
Contents
Acknowledgments
About the Authors
Chapter 1: Your Path to Growth Starts Here
Growth Pillar: Marketing
Chapter 2: Why Marketing Deserves Pillar Status
Chapter 3: Building a Marketing Plan
Chapter 4: Creating Content Your Audience Wants to Consume
Chapter 5: Ensuring Your Message Is Found and Found Frequently
Chapter 6: Using Technology for Revenue Management
Chapter 7: Marketing Pillar Summary
Growth Pillar: Sales
Chapter 8: Why Sales Deserves Pillar Status
Chapter 9: A Sales Process That Drives the Right Results
Chapter 10: Using Solutions Effectively
Chapter 11: A Healthy Pipeline Is the Foundation of Sales Confidence
Chapter 12: Creating Opportunities Doesn't Have to Be Scary or Difficult
Chapter 13: Sales Pillar Wrap-Up
Growth Pillar: Service
Chapter 14: Why Service Deserves Pillar Status
Chapter 15: Delivering an Intentional Client Experience
Chapter 16: A Cohesive Team Is the Secret to an Impactful Organization
Chapter 17: Leverage Every Player on Your Team
Chapter 18: A Scalable Organization Is Built on Consistent, Repeatable Processes
Chapter 19: Service Pillar Wrap-Up
Growth Pillar: Leadership
Chapter 20: Why Leadership Deserves Pillar Status
Chapter 21: Clarity of Vision Is the Path to Better Decisions
Chapter 22: An Intentional Culture Drives Intentional Results
Chapter 23: Planning for Success Beats Wishing for It
Chapter 24: Effective Communication Is the Key to Everything
Chapter 25: Leadership Pillar Wrap-Up
Chapter 26: Let's Do This Thing
