Summary: A real pleasure to welcome Jon Vander Ark, Partner with McKinsey and Company, and co-leader of their Sales Growth service line, to today's show. Jon is a co-author of the recent book Sales Growth: Five Strategies from the World's Sales Leaders (Wiley), and joined us to discuss the book... SHOW NOTES: 1. Jon explains why this sales book is different, in that there isn't a lot of material around the institutional capability to sell...and this book tackles that subject. 2. Jon reviews some of the critical sales challenges that most organizations are facing in today's more complicated times... 3. Should you be thinking ten quarters ahead? 4. The authors conducted 120 interviews with world-class executives. Jon talks about that process, as well as providing a profile of the typical executive interviewed... 5. The book shares five strategies...but we discuss whether these work for all market verticals, or whether they work better in certain verticals verses others... 6. The role that digital and social plays in modern sales... 7. Sales is more than just the sales organization itself... now it encompasses operations, IT, and talent management as well. Jon explains... 8. The disconnect between a lack of sales process discipline, and the fact that business cannot exist without sales... 9. Jon shares his views on the trends in the sales space over the next three to five years... 10. You can purchase Jon's book here: 11. You can find Jon on Twitter here, and the McKinsey CMSOForum here. ### If you enjoyed this show, and want to learn from more sales leaders like this one, subscribe to our podcast on iTunes here. It would be greatly appreciated if you would leave a customer review - and a positive rating - too!
