Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth

  • 12h 18m 42s
  • Chris K. Hummel, Stephen Diorio
  • Gildan Media
  • 2022

Growing a business in the twenty-first century has become a capital intensive and data-driven team sport. In Revenue Operations, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. With Revenue Operations, you'll understand what it takes to successfully transition to the new system of growth without killing your existing business. By listening to this book you will find:

  • Real-world case studies and personal experiences from executives across an array of businesses.
  • The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets.
  • Nine building-blocks that connect the dots across your sales and marketing technology ecosystem.
  • The skills and tools that next-generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next twenty-five years.

As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.

About the Author

STEPHEN DIORIO is the Managing Director of the Revenue Enablement Institute, and a Senior Fellow at the Wharton Customer Analytics Initiative. He is a leading authority in go-to-market transformation, sales and marketing performance management, and revenue operations. Over the past 30 years, Stephen has helped over 100 organizations like American Express, DuPont, IBM, Intuit, Ricoh, UPS, and U.S. Bank to reengineer their selling strategies, technology portfolios, and revenue operations to accelerate growth and become more data-driven, digital, and accountable. He is a widely published analyst at Forbes and has authored several books on commercial transformation including Beyond e: How Technology is Transforming Sales and Marketing Strategy.

CHRIS HUMMEL is a Managing Director at the Revenue Enablement Institute leading CXO programs. Chris is a global CXO with a proven track record of accelerating revenue and adapting to changes in the buying and selling environment. He has successfully led sales, marketing, product, and digital teams at world-class companies like Oracle, SAP, Schneider Electric, Siemens and United Rentals. Over the past 25 years he has developed 360-degrees of experience driving every aspect of the commercial system—as a GM, F500 CMO and Chief Commercial Officer responsible for growth—while also leading the core marketing operations, field marketing, sales operations and customer care teams that support them.

In this Audiobook

  • Introduction
  • Chapter 1 - Take Control of the Revenue Cycle
  • Chapter 2 - Create Value and Impact from Revenue Operations
  • Chapter 3 - Understand Six Pillars of the Management System
  • Chapter 4 - Lead a Modern Business That Aligns Marketing, Sales, and Service
  • Chapter 5 - Use One of Three Leadership Models: The Tsar, the Federation, and the Chief of Staff
  • Chapter 6 - Assemble the Nine Building Blocks of Revenue Operations
  • Chapter 7 - Connect Your Data, Technology, and Channel Assets to Acquire More Customers
  • Chapter 8 - Blend Data into Insights That Inform Selling Actions, Conversations, and Decisions in Real Time
  • Chapter 9 - Extract More Revenue and Margins from Your Teams and Resources
  • Chapter 10 - Tune the Revenue Operating System to Get Maximum Performance
  • Chapter 11 - Deliver Growth with Six Smart Actions
  • Chapter 12 - Tailor Revenue Operations to Work for Your Business, Big or Small
  • Chapter 13 - Make the Business Case for Your Growth System, from Activity to Impact
  • Chapter 14 - Practical Tools to Take Control of Your Revenue Cycle