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Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth
Would you like to grow revenue faster? Whether you own a company, lead a sales team, or work in marketing, we all share the same goal: revenue growth. Unfortunately many companies are not growing as fast as they could be.
You are running marketing campaigns. Your sales team is making calls. What’s keeping you from growing faster?
Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth!
In this book you will quickly discover which parts of your company’s growth engine are not performing. You will find a big picture model for aligning marketing and sales to drive growth. Then, Darrell walks you step by step through how to improve each component of your growth engine.
WHO WILL LOVE THIS BOOK
Anyone that shares responsibility for revenue will appreciate the strategies in this book.
BUSINESS OWNERS
* Discover a model to set aggressive and achievable growth goals
* Achieve cross-sell goals to drive more revenue per client
* Align sales and marketing with processes that drive revenue growth
* Enhance your buyer and client experiences to build loyalty
CROs
* Create scorecards to measure success
* Get a framework to make better marketing decisions
* Implement a periodic business review process
* Make better technology stack decisions
SALES LEADERS
* Create a target account program with 10X prospects
* Drive multi-touch prospecting campaigns that are measurable
* Build talking points and scripts that resonate with buyers
* Win more deals with strategies to influence buying teams.
MARKETING MANAGERS
* Build effective messages based on the business outcomes your clients and prospects desire
* Create lead management strategies to qualify sales leads
* Develop client loyalty programs that increase cross-sell revenue
* Learn new ways to Integrate inbound marketing into your sales effort
You are running marketing campaigns. Your sales team is making calls. What’s keeping you from growing faster?
Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth!
In this book you will quickly discover which parts of your company’s growth engine are not performing. You will find a big picture model for aligning marketing and sales to drive growth. Then, Darrell walks you step by step through how to improve each component of your growth engine.
WHO WILL LOVE THIS BOOK
Anyone that shares responsibility for revenue will appreciate the strategies in this book.
BUSINESS OWNERS
* Discover a model to set aggressive and achievable growth goals
* Achieve cross-sell goals to drive more revenue per client
* Align sales and marketing with processes that drive revenue growth
* Enhance your buyer and client experiences to build loyalty
CROs
* Create scorecards to measure success
* Get a framework to make better marketing decisions
* Implement a periodic business review process
* Make better technology stack decisions
SALES LEADERS
* Create a target account program with 10X prospects
* Drive multi-touch prospecting campaigns that are measurable
* Build talking points and scripts that resonate with buyers
* Win more deals with strategies to influence buying teams.
MARKETING MANAGERS
* Build effective messages based on the business outcomes your clients and prospects desire
* Create lead management strategies to qualify sales leads
* Develop client loyalty programs that increase cross-sell revenue
* Learn new ways to Integrate inbound marketing into your sales effort
287 pages, Kindle Edition
Published May 11, 2020
35 people are currently reading
37 people want to read
About the author
Darrell Amy
3 booksI HELP GREAT COMPANIES GROW SO THEY CAN GIVE BACK
Whether I'm talking with business owners, sales leaders, or marketing managers at companies we serve or interviewing guests on the Selling From the Heart Podcast, virtually everyone has one thing in common: they all want to grow their business.
Growing revenue has never been easy. Over the past 25 years, I've worked with hundreds of companies and trained thousands of sales professionals. Recently, I began to notice that growth was getting harder. Sales competition is more intense than ever. Marketing has become incredibly complex. In all of this, owners and executives want to know, "Where is the growth?"
MY STORY
For over 25 years sales, technology, and reading have been my passions. I believe these can be combined to create enhanced ways to prospect and grow net-new business.
+ Sales Experience
My journey started with managing a territory and leading B2B technology sales teams. Over the years, I've trained thousands of sales people. I love reading sales books.
+ Digital Marketing
I started my digital marketing firm in 2004 to help companies develop a web presence that aligned with their sales message. Since then, the evolution of digital marketing has taken me on a fun journey.
+ Solving Business Problems
My fascination with document management and workflow technologies began when I accidentally sold my first document management system in 1995. During that time, courses in MBA program helped me develop a vision for solution selling.
+ Internet Pioneer
The first time I connected to the internet was in the fall of 1993. Throughout my career I've been involved in CRM implementations, marketing automation, and most recently, automated prospecting sequences.
+ Trail Blazer
My fascination with innovation has led me to become and avid reader. The ideas in these books spark ideas that can be integrated with the latest technologies to help sales teams win.
+ The Heart
Most of all, I'm passionate about the heart. It's what's inside that counts. In today's world, authenticity and substance win the day.
PODCASTS
Each week we have a great time talking with sales though leaders on the Selling From the Heart Podcast. You can find it on iTunes, Google, Play, Spotify, Stitcher, and iHeart Radio.
HOW I MAY BE ABLE TO HELP
All of this has me more energized than ever. My favorite thing is helping great businesses grow. I love sharing success stories from pioneers that are seeing results.
I'd welcome the opportunity to discuss these issues!
The best way to get a hold of me is through LinkedIn or Twitter messaging. We can start a digital conversation and then find a time to talk. I look forward to meeting you!
More About Me
- Myer's Briggs: INTJ
- DISC: Di
- Enneagram: 5
Whether I'm talking with business owners, sales leaders, or marketing managers at companies we serve or interviewing guests on the Selling From the Heart Podcast, virtually everyone has one thing in common: they all want to grow their business.
Growing revenue has never been easy. Over the past 25 years, I've worked with hundreds of companies and trained thousands of sales professionals. Recently, I began to notice that growth was getting harder. Sales competition is more intense than ever. Marketing has become incredibly complex. In all of this, owners and executives want to know, "Where is the growth?"
MY STORY
For over 25 years sales, technology, and reading have been my passions. I believe these can be combined to create enhanced ways to prospect and grow net-new business.
+ Sales Experience
My journey started with managing a territory and leading B2B technology sales teams. Over the years, I've trained thousands of sales people. I love reading sales books.
+ Digital Marketing
I started my digital marketing firm in 2004 to help companies develop a web presence that aligned with their sales message. Since then, the evolution of digital marketing has taken me on a fun journey.
+ Solving Business Problems
My fascination with document management and workflow technologies began when I accidentally sold my first document management system in 1995. During that time, courses in MBA program helped me develop a vision for solution selling.
+ Internet Pioneer
The first time I connected to the internet was in the fall of 1993. Throughout my career I've been involved in CRM implementations, marketing automation, and most recently, automated prospecting sequences.
+ Trail Blazer
My fascination with innovation has led me to become and avid reader. The ideas in these books spark ideas that can be integrated with the latest technologies to help sales teams win.
+ The Heart
Most of all, I'm passionate about the heart. It's what's inside that counts. In today's world, authenticity and substance win the day.
PODCASTS
Each week we have a great time talking with sales though leaders on the Selling From the Heart Podcast. You can find it on iTunes, Google, Play, Spotify, Stitcher, and iHeart Radio.
HOW I MAY BE ABLE TO HELP
All of this has me more energized than ever. My favorite thing is helping great businesses grow. I love sharing success stories from pioneers that are seeing results.
I'd welcome the opportunity to discuss these issues!
The best way to get a hold of me is through LinkedIn or Twitter messaging. We can start a digital conversation and then find a time to talk. I look forward to meeting you!
More About Me
- Myer's Briggs: INTJ
- DISC: Di
- Enneagram: 5
Ratings & Reviews
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Displaying 1 - 14 of 14 reviews
Want to read
April 14, 2020Ask yourself what’s holding your organisation back from the levels of growth you know should be possible with your products and services, and chances are you’ll acknowledge that your current sales and marketing focus is not as well aligned as it could be.
With ‘The Revenue Growth Engine’, Darrel Amy highlights the self-limiting gaps between sales and marketing efforts that exists for so many organisations, and simultaneously provides the vision and perspective needed to help organisations of any size become exceptional in the manner in which they serve and manage their current and prospective customer experiences, in order to truly accelerate their growth.
This book should be step 1 in the process for all business leadership and management team members involved with developing the revenue growth engine for your organisation.
Paul Brady, Founder & Managing Director / Business Enabled, Australia
With ‘The Revenue Growth Engine’, Darrel Amy highlights the self-limiting gaps between sales and marketing efforts that exists for so many organisations, and simultaneously provides the vision and perspective needed to help organisations of any size become exceptional in the manner in which they serve and manage their current and prospective customer experiences, in order to truly accelerate their growth.
This book should be step 1 in the process for all business leadership and management team members involved with developing the revenue growth engine for your organisation.
Paul Brady, Founder & Managing Director / Business Enabled, Australia
April 4, 2020
Growing a business requires a plan, a process and a strategic process. Darrell Amy has delivered a masterpiece!
Preventative maintenance on your car keeps all cylinders firing for maximum performance.
Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth provides a detailed roadmap in how to keep your business growth running on all cylinders.
For business to continue growing they must secure new business, increase their win rates, cross-sell to their clients and build client loyalty. With a servant’s heart and mind, Darrell will guide you to profitable growth and a bright business future.
Preventative maintenance on your car keeps all cylinders firing for maximum performance.
Revenue Growth Engine: How To Align Sales & Marketing To Accelerate Growth provides a detailed roadmap in how to keep your business growth running on all cylinders.
For business to continue growing they must secure new business, increase their win rates, cross-sell to their clients and build client loyalty. With a servant’s heart and mind, Darrell will guide you to profitable growth and a bright business future.
April 6, 2020
"Darrell Amy is the real deal. Down to earth, fun, and innovative, Darrell brings together the things we love about our businesses and turns them into growth. Growth Engine is to be praised as an influential guide for those seeking Sales and Marketing alignment."
April 19, 2020
This is a MUST READ for anyone driving revenue in a small to midsize business.
I am a big fan of Darrell Amy as he has a great mind for sales AND marketing. For most of us, its one or the other. Until I met Darrell, I just did not really understand the value of marketing, since I came from a sales background. Like many, I thought marketing was something that had to be done and marketers and salespeople are and will always be at odds with each other.
This book, brings sales and marketing together. It makes perfect sense in bringing about an incredible client experience with both groups as well as, creating clients for life. It's all mapped out here perfectly.
Thank you Darrell for your passion for helping small businesses and people!
Harry Spaight
I am a big fan of Darrell Amy as he has a great mind for sales AND marketing. For most of us, its one or the other. Until I met Darrell, I just did not really understand the value of marketing, since I came from a sales background. Like many, I thought marketing was something that had to be done and marketers and salespeople are and will always be at odds with each other.
This book, brings sales and marketing together. It makes perfect sense in bringing about an incredible client experience with both groups as well as, creating clients for life. It's all mapped out here perfectly.
Thank you Darrell for your passion for helping small businesses and people!
Harry Spaight
April 15, 2020
There are a lot of people who talk about the importance alignment, but only a few with the experience or the knowhow to show people how to put it all together.
Darrell Amy is one of those people.
Maybe it’s my Motor City riots, but I love the way Darrell uses the engine as an analogy for how all of the moving parts in the revenue-generating parts of an organization work together to move the whole thing forward.
Engines are complex, but the one laid out in this book is much easier to understand. When you get done reading it, you’ll have a much clearer idea of how to accelerate your revenues.
Darrell Amy is one of those people.
Maybe it’s my Motor City riots, but I love the way Darrell uses the engine as an analogy for how all of the moving parts in the revenue-generating parts of an organization work together to move the whole thing forward.
Engines are complex, but the one laid out in this book is much easier to understand. When you get done reading it, you’ll have a much clearer idea of how to accelerate your revenues.
April 16, 2020
OK, every business transaction has to do with someone selling something to someone. So does that happen by accident...well, rarely, but what IF you could become a master at the whole process and actually grow them. Actually grow your results? Darrell Amy has an amazing goal with this project, he wants to help YOU! With nearly 30 years in the sales trenches, I love how Darrell provides the "engine" for our success! This is a MUST read for everyone in sales!
April 6, 2020
Darrell has created a concise, integrated model to help business leaders to tackle the single most pressing concept for long-term business health: revenue growth. If revenue growth is the most important thing, then as business leaders we must take ownership for it and ensure it gets the necessary attention and resources in our companies. He ties together each of the core disciplines of sales and marketing and drives home the importance of a consistent, repeated message to both prospects and existing clients. This is a must read for CEOs and business owners.
April 4, 2020
This book is a must-read for any business that wants a true system for growing revenue. Revenue Growth Engine goes in-depth into the roles of sales and marketing and how they work together to not only bring in new sales but also sell more to your current clients.
Darrell Amy demonstrates throughout the book his expertise and freely shares his knowledge.
Darrell Amy demonstrates throughout the book his expertise and freely shares his knowledge.
April 18, 2020
Want to accelerate your revenue growth? Think of your sales and marketing like an engine! If you aren't cruising at the speed you want, then you need to find where the misfire is, address it and start the engine again. Don't know where to start? Then, in this book, Darrell shows you how!
" All companies have some strategies in motion, but they are not aligned.
Not only are they not supporting each other, but they are also pulling in different directions!"
To address this misalignment, Darrell identifies the parts of your Revenue Growth Engine (yep, prospecting is in there, but there's more to it than you think!), the fuel you need, and how to monitor your engine to keep it in peak performance. Remember, what doesn't get measured, doesn't change.
Darrell is very talented and knowledgeable. This is a great guide to get and keep your engine running smoothly!
" All companies have some strategies in motion, but they are not aligned.
Not only are they not supporting each other, but they are also pulling in different directions!"
To address this misalignment, Darrell identifies the parts of your Revenue Growth Engine (yep, prospecting is in there, but there's more to it than you think!), the fuel you need, and how to monitor your engine to keep it in peak performance. Remember, what doesn't get measured, doesn't change.
Darrell is very talented and knowledgeable. This is a great guide to get and keep your engine running smoothly!
November 22, 2022
Amy's Revenue Growth Engine is old school sales tactics repackaged as strategic innovation. There is nothing new here. From the relationship-based selling to the over reliance on marketing leads which at best have a 20%-30% conversion rate. And the perpetuation of bloated sales teams to drive growth rather than leverage the one proven growth engine, customer success teams, whose qualified leads have a 60% - 70% conversion rate.
Not once does he even reference how successful companies are using their customers success teams to drive growth and retain customers for life.
TD is indifferent about this book.
Not once does he even reference how successful companies are using their customers success teams to drive growth and retain customers for life.
TD is indifferent about this book.
April 26, 2020
I had an opportunity to read an advanced copy of Revenue Growth Engine. Simply put, I loved it! I'm a process guy, so Darrell Amy's message really hit home. Top performing salesforces have a strong interconnection with marketing. It's a must. If you don't have that synergy today, this book will teach you how to do it!
April 26, 2020
Darrell does a great job explaining that growth takes off when your engine is firing on all cylinders. This book could not be timelier. With the current state of the economy, this is the perfect time to maintain the areas of your business strengths, and focus on the areas of improvement to get all your cylinders tuned up as we recover our businesses!
May 18, 2020
Darrell Amy has a solid business model that can help tremendously in today’s technology sale
I have personally experienced success working with Darrell and look forward to the rest of this book!
Tommy Pickens
I have personally experienced success working with Darrell and look forward to the rest of this book!
Tommy Pickens
April 26, 2023
Easy to follow process
Displaying 1 - 14 of 14 reviews