{"product_id":"revenue-operations-9781119871118","title":"Revenue Operations","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eFORWARD\u003c\/p\u003e \u003cp\u003eACKNOWLEDGEMENTS\u003c\/p\u003e \u003cp\u003eINTRODUCTION – Growth Is Good\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I: REVENUE OPERATIONS, A SYSTEM FOR GROWTH\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1: A Bold Approach to Take Control of the Entire Revenue Cycle\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroducing Revenue Operations, a New Way to Create Sustainable, Scalable Growth\u003c\/p\u003e \u003cp\u003eThe Financial Link Between Firm Value and Growth\u003c\/p\u003e \u003cp\u003eThe Challenges of Growth in the 21\u003csup\u003est\u003c\/sup\u003e Century: Customers, Disruptions and Fragmentation\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2: The Value and Impact of Revenue Operations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Creates Value\u003c\/p\u003e \u003cp\u003eEight Ways Revenue Operations Creates Financial Value\u003c\/p\u003e \u003cp\u003eThe Change Management Hurdle\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II: A MANAGEMENT SYSTEM TO ALIGN YOUR REVENUE TEAMS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3: The Six Pillars of the Management System\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCommercial Leadership that Unifies Marketing, Sales, and Service\u003c\/p\u003e \u003cp\u003eConsolidated Operations that Support All Growth-related Functions\u003c\/p\u003e \u003cp\u003eCommercial Architecture that Maximizes the Return on Selling Assets\u003c\/p\u003e \u003cp\u003eCommercial Insights Built upon Customer Engagement and Seller Activity Data\u003c\/p\u003e \u003cp\u003eCommercial Enablement Capabilities that Turn Your Technology into a “Force Multiplier”\u003c\/p\u003e \u003cp\u003eBest Practices for Managing Data, Technology, Content, and Intellectual Property Assets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4: Leadership That Aligns Sales, Marketing and Service\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGrowth Levers across Executive Functions\u003c\/p\u003e \u003cp\u003eA New Generation of Growth Leader Emerges\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5: Three Leadership Models: The Tsar, the Federation and the Chief of Staff\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Tsar: Putting a “CXO” in Charge of Revenue Teams\u003c\/p\u003e \u003cp\u003eThe Federation: An Alliance Among Leadership Functions\u003c\/p\u003e \u003cp\u003eThe Chief of Staff: A Revenue Operations “Rock Star”\u003c\/p\u003e \u003cp\u003eCASE STUDY: Enhancing Value Across the Company at GHX\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART III: AN OPERATING SYSTEM FOR CONECTING TECHNOLOGY, DATA, PROCESSES, AND TEAMS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6: Assemble the Nine Building Blocks of Revenue Operations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Does an Operating System for Business Look Like?\u003c\/p\u003e \u003cp\u003eThe Building Blocks of the Revenue Operating System (ROS)\u003c\/p\u003e \u003cp\u003eThe Team That Connects the Most Dots Wins\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7: Connect Your Data, Technology and Channels to Acquire More Customers\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #1: Revenue Enablement: CRM, sales enablement, content and learning technologies that support selling\u003c\/p\u003e \u003cp\u003eBuilding Block #2: Channel Optimization: selling channels that engage customers in human interactions\u003c\/p\u003e \u003cp\u003eBuilding Block #3: Customer Facing Technology: the “owned” digital selling infrastructure that engage customers digitally\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8: Blend Data into Insights that Inform Selling Actions, Conversations and Decisions in Real-Time\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #4: Revenue Intelligence: Manage and Measure Financial Value\u003c\/p\u003e \u003cp\u003eBuilding Block #5: Engagement Data Hub: Leverage Advanced Analytics to Connect Growth Assets to Value\u003c\/p\u003e \u003cp\u003eBuilding Block #6: Customer Intelligence:  Use Customer Data to Inform Decisions, Actions and Conversations\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9: Extract More Revenue and Margins from Your Teams and Resources \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #7: Talent Development: Attract, Develop and Retain Commercial Talent\u003c\/p\u003e \u003cp\u003eBuilding Block #8: Resource Optimization: Allocate People, Time and Effort Against Opportunities\u003c\/p\u003e \u003cp\u003eBuilding Block #9: Revenue Enhancement: Increase Revenue Yield with Packaging, Pricing and Personalized Offers\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10: Tune the Operating System to Get Maximum Performance \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDigitize Planning Processes to Improve Agility in Deploying Your Resources\u003c\/p\u003e \u003cp\u003eUse Analytics to Make Better Predictions, Forecasts and Investment Decisions\u003c\/p\u003e \u003cp\u003eAdopt Advanced Modeling Techniques to Evaluate More Scenarios and to Build Consensus\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART IV: HOW TO GET STARTED AND DRIVE IMPACT\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11: Six Smart Actions to Deliver Growth\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet Better Visibility into the Revenue Cycle\u003c\/p\u003e \u003cp\u003eSimplify The Selling Workflow\u003c\/p\u003e \u003cp\u003eShare Marketing Insights with Frontline Sellers\u003c\/p\u003e \u003cp\u003eDevelop and Retain High Performing Selling Talent\u003c\/p\u003e \u003cp\u003eMake Selling Channels More Effective\u003c\/p\u003e \u003cp\u003eStreamline and Personalize the Selling Content Supply Chain\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12: Big or Small: Tailor Revenue Operations to Work for Your Business\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Can Grow Revenues, Profits and Value in Your Business\u003c\/p\u003e \u003cp\u003eActions Enterprise Leaders Should Be Prioritizing\u003c\/p\u003e \u003cp\u003eAchieving Hyper-growth for Small Companies\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13: Activity to Impact: Make the Business Case for Your Growth System\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrioritize the Actions that Will Generate Short- and Long-Term Value\u003c\/p\u003e \u003cp\u003eA Financially Valid Framework for Connecting Smart Actions to Firm Value: The Revenue Value Chain\u003c\/p\u003e \u003cp\u003eUse the Revenue Value Chain to Create Budgets, Earn Buy-In and Take Action\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX: PRACTICAL TOOLS TO IMPLEMENT REVENUE OPERATIONS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGlossary\u003c\/p\u003e \u003cp\u003eA Simple Way to Assess the Current Maturity of Your System of Growth\u003c\/p\u003e \u003cp\u003eCitations\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866421866839,"sku":"9781119871118","price":21.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119871118.jpg?v=1722278570","url":"https:\/\/bookcurl.com\/products\/revenue-operations-9781119871118","provider":"Book Curl","version":"1.0","type":"link"}