Электронная книга: Marc Benioff «Sales Growth. Five Proven Strategies from the World's Sales Leaders»

Sales Growth. Five Proven Strategies from the World's Sales Leaders

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey&Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right«sales DNA» in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added tothose from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Издательство: "John Wiley&Sons Limited (USD)"

ISBN: 9781119281092

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Marc Benioff

Marc Benioff
Born September 25, 1964 (1964-09-25) (age 47)
San Francisco, California
Organization Salesforce.com
Net worth US$1.9 billion (2011)[1]
Spouse Lynne Benioff

Marc Russell Benioff (born September 25, 1964) is Chairman & CEO of salesforce.com, a cloud computing company.

Benioff started salesforce.com in March 1999 in a rented San Francisco apartment[2] and defined its mission as The End of Software. He is “credited with turning the software industry on its head” by using the Internet to “revamp the way software programs are designed and distributed.”[3][4] He has long evangelized software as a service as the model that would replace traditional enterprise software. He is the creator of the term “platform as a service” and has extended salesforce.com’s reach by allowing customers to build their own applications on the company’s architecture, or in the salesforce.com “cloud”.[5] He is the author of three books, including the national best seller Behind the Cloud.[6]

Contents

Career

Prior to founding salesforce.com, Benioff was at Oracle Corporation for 13 years in a variety of executive positions in sales, marketing, and product development. At 23, he was named Oracle's Rookie of the Year and three years later he was promoted to vice president, the company's youngest person to hold that title.[7] Before joining Oracle, Benioff worked as an assembly language programmer at the Macintosh Division of Apple Computer, where he was inspired by the company and its co-founder, Steve Jobs.[8] While still in high school, he founded Liberty Software, which specialized in microcomputer games, creating and selling games for the Atari system[4] among others.[9]

Education

Benioff received a Bachelor of Science in Business Administration from the University of Southern California in 1986 where he was a member in the TKE social fraternity. He graduated from Burlingame High School in 1982.[10]

Influence and honors

In 2010 Fortune named him one of the Smartest 50 People in Tech[11]as well as one of the Top 50 People in Business.[12]The San Francisco Business Times named Benioff 2009 Executive of the Year, "for defying the fierce economic downdraft--and taking the lead role in the creation of an industry."[13]

He was appointed by President George W. Bush as the co-chairman of the President’s Information Technology Advisory Committee and served from 2003–2005, overseeing the publishing of critical reports on health care information technology, cybersecurity, and computational sciences.

Salesforce.com has received many accolades including a Wall Street Journal Technology Innovation award. It has been lauded as one of BusinessWeek’s Top 100 Most Innovative Companies, named No. 7 on The Wired 40, and twice selected as a Top Ten Disrupter by Forbes.[14] In addition, Forbes named salesforce.com one of America's Best Companies.[15]

Philanthropy

Benioff pioneered the 1/1/1 Integrated Philanthropic model, by which companies contribute 1 percent of profits, 1 percent of equity, and 1 percent of employee hours back to the communities it serves. Parts of this 1/1/1 model have been adopted by many other companies, including Google.[16]In 2005, the members of the World Economic Forum named him as one of its Young Global Leaders.[17] In 2007 the Committee Encouraging Corporate Philanthropy presented Benioff with the Excellence in Corporate Philanthropy Award and in 2008 invited him to become a director of the board.[18]

In June 2010 Lynne and Marc Benioff announced a $100 Million Gift to UCSF Children's Hospital with the goal of not only seeing the new hospital built but significantly advancing children’s health worldwide.[19] In 2010, Benioff and his wife were named one of the Top 25 Most Effective Philanthropists by Barron’s.[20]

Bibliography

  • Compassionate Capitalism: How Corporations Can Make Doing Good an Integral Part of Doing Well with Karen Southwick (2004)
  • The Business of Changing the World: 20 Great Leaders on Strategic Corporate Philanthropy with Carlye Adler (2006)
  • Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company and Revolutionized an Industry with Carlye Adler (2009)

External links

References

  1. ^ "Marc Benioff - profile - Forbes.com". Forbes. 2011-06-07. http://www.forbes.com/profile/marc-benioff. 
  2. ^ Julie Moline. “It takes a salesforce,” NYSE Magazine, 2004. (retrieved 7/7/09)
  3. ^ Jon Swartz, “Salesforce CEO leads charge against software,” USA TODAY, 7/24/2007 (retrieved on 7/7/09)
  4. ^ a b On the Record: Marc Benioff. San Francisco Chronicle. September 11, 2005 (retrieved on 7/8/09)
  5. ^ Nicholas Kolakowski, “Salesforce CEO Marc Benioff Talks Cloud Computing, Twitter,” eWeek. March 23, 2009 (retrieved 7/8/09)
  6. ^ Amazon.com: marc benioff
  7. ^ Carlye Adler, The Fresh Prince of Software. FSB: Fortune Small Business. March 1, 2003. (retrieved on 7/7/09)
  8. ^ Newton, Casey (August 28, 2011). "Apple all-star alumni recall Steve Jobs' lessons". San Francisco Chronicle. http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2011/08/28/MN5L1KRUUF.DTL. 
  9. ^ Salesforce.com Developers Conference keynote, May 21, 2007
  10. ^ Burlingame High School
  11. ^ "The smartest people in tech". CNN. July 9, 2010. http://money.cnn.com/galleries/2010/technology/1007/gallery.smartest_people_tech.fortune/17.html. 
  12. ^ "Businessperson of the Year". CNN. November 19, 2010. http://money.cnn.com/galleries/2010/news/companies/1011/gallery.business_person_year.fortune/19.html?iid=EL. 
  13. ^ "Marc Benioff: Salesforce.com CEO defied gravity in 2009 – San Francisco Business Times". December 27, 2009. http://www.bizjournals.com/sanfrancisco/stories/2009/12/28/story1.html?b=1261976400^2637191. 
  14. ^ http://www.salesforce.com/company/leadership/board-of-directors/#benioff
  15. ^ "The Short List". Forbes. December 30, 2009. http://www.forbes.com/2009/12/29/americas-best-companies-business-americas-best-company-10-shortlist.html. 
  16. ^ Swartz, Jon (July 24, 2007). "Salesforce CEO leads charge against software". USA Today. http://www.usatoday.com/money/companies/management/2007-07-22-benioff_N.htm. 
  17. ^ http://www.salesforce.com/company/news-press/press-releases/2005/01/050118.jsp (retrieved 7/7/09)
  18. ^ http://www.corporatephilanthropy.org/about-cecp/board-of-directors.html (retrieved 7/7/09)
  19. ^ Guth, Robert A. (June 17, 2010). "UCSF to Get $100 Million for Hospital". The Wall Street Journal. http://online.wsj.com/article/SB10001424052748704324304575307111971055670.html. 
  20. ^ http://online.barrons.com/article/SB50001424052970204869904575620981420096098.html?mod=BOL_hpp_emr#articleTabs_panel_article%3D11

Источник: Marc Benioff

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