Publisher:
Lioncrest Publishing

Publication Date:
05/21/2024

Copyright Date:
N/A

ISBN:
978-1-5445-3776-4

Binding:
Paperback

U.S. SRP:
17.99

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THE REVENUE ACCELERATION FRAMEWORK: A Proven Roadmap to Transform and Dynamically Grow Your Business

By Doug Davidoff

IR_Star-black
IR Rating:
4.8
Effectively combining anecdote and analysis, business consultant Doug Davidoff's THE REVENUE ACCELERATION FRAMEWORK: A Proven Roadmap to Transform and Dynamically Grow Your Business provides a comprehensive guide for businesses trying to grow and increase their revenues. 
IR Approved
A framework to reduce friction and improve efficiency in companies.

In his superbly written book, THE REVENUE ACCELERATION FRAMEWORK: A Proven Roadmap to Transform and Dynamically Grow Your Business, business consultant Doug Davidoff provides a guide that companies, especially small and mid-sized ones, can use to increase their revenue.

Davidoff’s expertise is in revenue operations, which he says is “about getting more juice for the squeeze by managing friction and reducing complexity.” He emphasizes that “RevOps” is not a one-size-fits-all formula. What actions companies take to foster growth and efficiency depends on many different factors. However, the framework Davidoff provides allows firms to figure out (or hire his company to figure out) exactly what steps they have to take.

“This book is not about tactics; this is a book about frameworks,” he writes. “I have specifically avoided diving too deeply into any specific topic.”

The book is divided into four parts: Part One, titled “Preparing to Win” explains what RevOps is; Part Two, “Four Key Components of the Go-to-Market Approach,” looks at strategy, models, and messaging; Part Three examines “Structure,” including system design, technology, and metrics; and the final part, “Approach,” analyzes processes and methodologies.

Companies, he says, have two choices when pursuing growth: do more and do it better, or reduce low-value friction. “Scale is generating growth with more predictability as a lower unit cost—capturing more for less,” Davidoff explains.

Along the way, he persuasively debunks some conventional wisdoms of business, especially sales. He notes that, although technology applications have tripled, companies are hiring more salespeople than ever before. This shows that technology does not drive profits as much as many executives believe. In sales, he argues that closing is less important than other elements and that buying is a combined process of learning and deciding. On this last, Davidoff writes, “We’ve been taught that it operates like a series of gates. In reality, it’s more like a pinball machine.” He also insists that the difference between growth and stasis is not about who has the best ideas. “More often than not, I found the smaller companies were actually the smarter ones with the better ideas,” he writes. “The difference between winners and losers […] is neither merit nor skill, nor the quality of their ideas. It is a difference in strategy.”

The book has some factual errors, but these are trivial (e.g., he writes that “homicide” and “decide” have the same Latin root, and that the mathematician Kurt Godel lived in the nineteenth century). Apart from that, Davidoff’s main arguments are both persuasive and powerful.

Effectively combining anecdote and analysis, business consultant Doug Davidoff’s THE REVENUE ACCELERATION FRAMEWORK: A Proven Roadmap to Transform and Dynamically Grow Your Business provides a comprehensive guide for businesses trying to grow and increase their revenues.

~Kevin Baldeosingh for IndieReader

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