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The Growth Leader: Strategies to Drive the Top and Bottom Lines
The Wall Street Journal and USA Today Bestseller
Growth is a leadership issue, not a sales issue.
However you define business growth--total revenue, net income, margin expansion, number of products and services, or customer loyalty--sustained and strategic growth requires an organization to do more than sell by simply communicating the value of its products or services. It must create value in the way it sells by delivering a compelling experience that adds value beyond the product itself. As a leader, it's your job to build and guide that experience.
The Growth Leader reveals how top executives create profitable growth through the intersection of strategy, leadership, and sales. With a clear strategy, inspiring leadership, and aligned sales, powerful leaders understand that true competitive advantage doesn't come from innovation alone but belongs to companies that use their sales organization to add and create value. In this leadership guide, you'll learn how to ensure growth strategy is aligned at every level of the company, from boardroom initiatives to daily customer interaction.
Best-selling leadership author and business growth consultant Scott Edinger helps CEOs and leaders intentionally and strategically engage with the customer experience to differentiate, innovate, cultivate loyalty, and grow. With this growth strategy mindset, your teams will know what they're supposed to be doing, have the skills to accomplish their work at a high level, and be properly supported by systems, process, and environment. But they can only do all this if you lead them. Are you ready to be a Growth Leader?
Growth is a leadership issue, not a sales issue.
However you define business growth--total revenue, net income, margin expansion, number of products and services, or customer loyalty--sustained and strategic growth requires an organization to do more than sell by simply communicating the value of its products or services. It must create value in the way it sells by delivering a compelling experience that adds value beyond the product itself. As a leader, it's your job to build and guide that experience.
The Growth Leader reveals how top executives create profitable growth through the intersection of strategy, leadership, and sales. With a clear strategy, inspiring leadership, and aligned sales, powerful leaders understand that true competitive advantage doesn't come from innovation alone but belongs to companies that use their sales organization to add and create value. In this leadership guide, you'll learn how to ensure growth strategy is aligned at every level of the company, from boardroom initiatives to daily customer interaction.
Best-selling leadership author and business growth consultant Scott Edinger helps CEOs and leaders intentionally and strategically engage with the customer experience to differentiate, innovate, cultivate loyalty, and grow. With this growth strategy mindset, your teams will know what they're supposed to be doing, have the skills to accomplish their work at a high level, and be properly supported by systems, process, and environment. But they can only do all this if you lead them. Are you ready to be a Growth Leader?
- GenresBusiness
216 pages, Hardcover
Published October 24, 2023
15 people are currently reading
79 people want to read
About the author
Scott K. Edinger
3 books3 followersClients in the Fortune 50 and across the globe trust Scott K. Edinger as their premier consultant for leading business growth. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom line results. He has written three books and over a hundred articles in Forbes and Harvard Business Review, among other prominent publications.
As a consultant, author, advisor, and speaker, Scott creates positive change for clients and is recognized as an expert in the intersection of leadership, strategy, and sales.
He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines (Fast Company Press, 2023), as well as the bestselling co-author of The Hidden Leader: Discover and Develop Greatness Within Your Company (AMACOM, 2015) and The Inspiring Leader (McGraw Hill, 2009). His Harvard Business Review article “Making Yourself Indispensable” has been called a “classic in the making.” Scott’s work has been published in the HBR Guide to Your Professional Growth and HBR Guide to Being More Productive.
Scott has served as an affiliate faculty member for the University of North Carolina, Kenan-Flagler School of Business. He received a B.S. in Communication Studies and Rhetoric from Florida State University, where he sat on alumni committees including the Board of the College of Communication and Information, as well as the Seminole Torchbearers.
An extensive traveler and avid football fan, Scott prioritizes experiences above all. He has bungee-jumped into a New Zealand canyon, supported his Seminoles at six national championship games, and performed with the Mormon Tabernacle Choir (despite not sharing their religious affiliation or ability to read music). He and his family live in Tampa, Florida.
As a consultant, author, advisor, and speaker, Scott creates positive change for clients and is recognized as an expert in the intersection of leadership, strategy, and sales.
He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines (Fast Company Press, 2023), as well as the bestselling co-author of The Hidden Leader: Discover and Develop Greatness Within Your Company (AMACOM, 2015) and The Inspiring Leader (McGraw Hill, 2009). His Harvard Business Review article “Making Yourself Indispensable” has been called a “classic in the making.” Scott’s work has been published in the HBR Guide to Your Professional Growth and HBR Guide to Being More Productive.
Scott has served as an affiliate faculty member for the University of North Carolina, Kenan-Flagler School of Business. He received a B.S. in Communication Studies and Rhetoric from Florida State University, where he sat on alumni committees including the Board of the College of Communication and Information, as well as the Seminole Torchbearers.
An extensive traveler and avid football fan, Scott prioritizes experiences above all. He has bungee-jumped into a New Zealand canyon, supported his Seminoles at six national championship games, and performed with the Mormon Tabernacle Choir (despite not sharing their religious affiliation or ability to read music). He and his family live in Tampa, Florida.
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Displaying 1 - 6 of 6 reviews
October 30, 2023
Upfront I thank NetGalley, the publisher and the author for this advanced review copy. I selected the book on the day before release so completing it took some time.
Growth is a leadership issue, not a sales issue.
This line in the book blurb got me interested in the book and despite the late date, I had to read it.
A very powerful statement and one which I have personally seen happen to an organisation up close and personal. As a senior leader and not the founder, the leadership or lack thereof meant that the organisation was going nowhere and in a non-profit in its truest sense, my colleague and I as the Executing decision makers kept the sales (read funders) high and happy with margins hitting the roof (read savings and adequate funds) with even the Covid not creating much dent. The leadership of the founder ensured that the system collapsed and growth plateaued and then spiraled down.
I wanted to read whether Scott had something similar in mind and this is something that is of vital interest for all readers whether they are workers, founders or institution builders.
The book provides this and much more with an understanding that the various facets of a business environment whether it is the Sales, Leadership and/or the Strategy, needs to be aligned with each other to ensure that the business will flourish.
I particularly loved the inbuilt note to CEO's about the delegation of this book to underlings. It is a caveat in right earnest as this book if used as a manual by a business owner/ business can only be applicable in toto. This means that the final/sole decision maker or the team, ,i.e. the decision making Board has to be the one reading this as they are the only people who can make it happen, The Alignment.
A team leader can use the pointers for her/his betterment but would not be in any position to change the DNA of the organisation, which can only be done by the founders/CEO's.
The focus here is on the sales process and the book has a defined road-map to grow business by increasing customer experience. Particularly true in todays world where an average person is reluctant to go into sales because of the stigma and pressure attached to it. Scott espouses a integrated strategy for sales in which everyone in the system is invested thereby making sales central to the growth and not just an extension.
Today as an owner of a business startup, it is highly satisfying to see that someone has put words into actionable points and provided a plan to take things forward. It resonates with my own experience and I expect it to resonate with the world.
In a world where help books are a dime a dozen there are a few which stand the test of time and can be considered landmarks in their niche. I personally proclaim this book as one that is a landmark and one which every person who considers getting into business or is in business to use as a business almanac, a decision that she/he will never regret.
Recommended reading.
Growth is a leadership issue, not a sales issue.
This line in the book blurb got me interested in the book and despite the late date, I had to read it.
A very powerful statement and one which I have personally seen happen to an organisation up close and personal. As a senior leader and not the founder, the leadership or lack thereof meant that the organisation was going nowhere and in a non-profit in its truest sense, my colleague and I as the Executing decision makers kept the sales (read funders) high and happy with margins hitting the roof (read savings and adequate funds) with even the Covid not creating much dent. The leadership of the founder ensured that the system collapsed and growth plateaued and then spiraled down.
I wanted to read whether Scott had something similar in mind and this is something that is of vital interest for all readers whether they are workers, founders or institution builders.
The book provides this and much more with an understanding that the various facets of a business environment whether it is the Sales, Leadership and/or the Strategy, needs to be aligned with each other to ensure that the business will flourish.
I particularly loved the inbuilt note to CEO's about the delegation of this book to underlings. It is a caveat in right earnest as this book if used as a manual by a business owner/ business can only be applicable in toto. This means that the final/sole decision maker or the team, ,i.e. the decision making Board has to be the one reading this as they are the only people who can make it happen, The Alignment.
A team leader can use the pointers for her/his betterment but would not be in any position to change the DNA of the organisation, which can only be done by the founders/CEO's.
The focus here is on the sales process and the book has a defined road-map to grow business by increasing customer experience. Particularly true in todays world where an average person is reluctant to go into sales because of the stigma and pressure attached to it. Scott espouses a integrated strategy for sales in which everyone in the system is invested thereby making sales central to the growth and not just an extension.
Today as an owner of a business startup, it is highly satisfying to see that someone has put words into actionable points and provided a plan to take things forward. It resonates with my own experience and I expect it to resonate with the world.
In a world where help books are a dime a dozen there are a few which stand the test of time and can be considered landmarks in their niche. I personally proclaim this book as one that is a landmark and one which every person who considers getting into business or is in business to use as a business almanac, a decision that she/he will never regret.
Recommended reading.
November 3, 2023
The Growth Leader lays out a simple, effective roadmap from which leaders can align sales tactics with corporate strategy, leading to a more efficient sales organization, happier customers and more revenue. Our CEO and I poured through this book and it led to some terrific insights that we have passed along to the rest of our executive team as part of an exercise to create a more focused sales team.
Based on the lessons learned in this book, our team has done a data deep dive that has led to modifications to our corporate strategy and a significant shift in our selling tactics. Our sales executives now have a better understanding of our corporate strategy, including data that supports our value proposition and target customer. Our sales leadership is now able to coach our sales team to pursue the types of relationships that lead to higher win rates and ongoing annuity business. Finally, we now see a path to better alignment between sales and marketing to increase lead generation and create more targeted sales collateral.
Scott Edinger's authentic, approachable, data-backed style of writing provides actionable insights for staff from the sales desk to the C-Suite.
I have already purchased additional copies to provide to friends and coworkers. I'd highly recommend this book to anyone who is trying to figure out why your sales team is not meeting or exceeding your expectations.
Based on the lessons learned in this book, our team has done a data deep dive that has led to modifications to our corporate strategy and a significant shift in our selling tactics. Our sales executives now have a better understanding of our corporate strategy, including data that supports our value proposition and target customer. Our sales leadership is now able to coach our sales team to pursue the types of relationships that lead to higher win rates and ongoing annuity business. Finally, we now see a path to better alignment between sales and marketing to increase lead generation and create more targeted sales collateral.
Scott Edinger's authentic, approachable, data-backed style of writing provides actionable insights for staff from the sales desk to the C-Suite.
I have already purchased additional copies to provide to friends and coworkers. I'd highly recommend this book to anyone who is trying to figure out why your sales team is not meeting or exceeding your expectations.
February 23, 2024
The Growth Leader a must read for C-suite. It underscores the gap between enterprise strategy and execution. It analyzes it from sales angle and provides practical framework and tools for closing the gap. Edinger draws his extensive experience as sales executive and as consultant to senior leaders. There is answer in this book to the question asked by a sales guru ‘Would your customers write you a check for the sales call?’ I find it very inspiring. As the author says, do not delegate this book.
October 24, 2023
The Growth Leader is both a treatise and playbook for top line growth. Scott Edinger’s nuanced knowledge of how to align leadership, sales and strategy is a key competitive advantage that too few organizations realize and successfully execute. Sales, as Scott states, is “strategy in action”. Re-defining the sales experience, as Scott outlines, does result in graceful growth, a high quality of work life and loyal customers. Congratulations on this seminal work!
John Rovens
CEO
BE GREAT LLC
John Rovens
CEO
BE GREAT LLC
October 24, 2023
The author provides key insights into how organizations can grow by creating alignment between strategy, sales and leadership which is paramount to their success. This is an excellent roadmap that's packed with advice and tips for CXOs who wants to grow their business strategically --and gracefully while focused on the customer experience. A must read for all leaders. I highly recommend the book.
October 24, 2023
Immediately actionable. The examples provided of the link between having a clear strategy, aligning sales, and inspiring leadership deliver a direct impact on profitable growth. A must read for CEOs, Presidents, and Sales Leadership. Will immediately be able to share key takeaways internally, implement learnings, and execute game plan from the self-assessment.
Displaying 1 - 6 of 6 reviews