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THE SUCCESS CADENCE: Unleash Your Organization’s Rapid Growth Culture

By David Mattson (Author), Tom Schodorf (Author), Bart Fanelli (Author)

Book Description

Is there a strategy you can count on to deliver rapid, "hockey stick" growth to your company? The answer, according to David Mattson, CEO and President of the global organization Sandler Training, and Tom Schodorf and Bart Fanelli, veterans of the high-tech sales wars, is “yes.” Aggressive growth depends on a critical strategic decision: the decision to invest in your sales team.

Sales is, after all, all about building and supporting personal business relationships. High-performing salespeople are the means by which those relationships are created and sustained. You need top-tier salespeople to create and support one-on-one relationships with senior-level decision makers. If your objective is rapid, scalable growth, you must target such salespeople in escalating numbers, recruit them, hire them, support them, and ramp them up to full capacity … quickly.

This book sets out a viable plan for doing just that. In Part One, Laying the Foundation, you learn what your real job as a sales leader is. In Part Two, The Calendar Matters, you find out how to establish and sustain the unique organizational rhythm – the cadence -- of a rapid-growth sales culture. And in Part Three, From Low Growth to Rapid Growth, you get insights on how to overcome the most common obstacles to launching and supporting "hockey stick" revenue growth.

You can transform your company’s performance capacity … by consciously designing a clear daily, weekly, monthly, and quarterly operational cadence for yourself and your growing sales team. The Success Cadence is marketplace rocket fuel. Light it!

    ABOUT THE AUTHORS

David Mattson is CEO and President of Sandler Training. He oversees the corporate direction and strategy for the company's global operations including sales, marketing, consulting, alliances, and support. His key areas of focus are sales leadership, strategy, and client satisfaction. He is a best-selling author, sales and management leader, keynote speaker, and leader for sales training seminars around the world.

Tom Schodorf is a consultant and coach who specializes in working with leaders and senior executives of companies in the high-tech space. He serves as a board member for six different tech companies, and has over thirty-five years of direct experience in launching and sustaining rapid revenue growth. As a CRO, he has scaled software businesses through multi-year phases of hyper-growth, strategized and executed the transition from privately-funded to publicly-funded (IPO) status, and led his team to secure over $1 billion in annual revenues.

Bart Fanelli  is a sales leader, entrepreneur, executive advisor, and platform developer who specializes in team building, sales execution, sales leadership methodologies, and global operational efficiency. He has deep experience in building, leading, and scaling technology teams committed to rapid growth. The hypergrowth of one of the teams he led was the subject of a 2017 article in the Harvard Business Review. He is the recipient of the Technology Services Industry Association’s STAR award for “innovation in expand selling,” and the founder and lead designer  of Skillibrium, a powerful sales success execution platform.






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ISBN: 9780578498102

About the Hardcover

Publisher Sandler Training
Publish date 06/01/2019
Pages 269
ISBN-13 9780578498102
ISBN-10 0578498103
Language English

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