Lilia Shirman, Author of 42 Rules for Growing Enterprise Revenue

Lilia Shirman helps B2B technology companies grow revenue. Shirman draws on 20 years of hands-on experience in business development, marketing, alliances, and strategy to help clients, including CA, Intervoice, BEA Systems, and Symantec, become more relevant to target markets and buyers. Lilia serves on corporate advisory boards and as interim executive at new ventures, and is a coach at Stanford University’s Global Entrepreneurial Marketing program. Read full bio…

Connect with Lilia

Company Website: The Shirman Group
Blog: Revenue Orchard
LinkedIn: http://www.linkedin.com/in/liliashirman
Twitter: @B2BGuru

42 Rules for Growing Enterprise Revenue

$19.95 Paperback
$14.95 ebook

‘42 Rules for Growing Enterprise Revenue’ is for companies that want to matter more to the customers and markets that represent the greatest opportunities for growth. The book is based on three core premises:

Customer relevance is at the core of any successful revenue growth strategy.
Being relevant is an enterprise skill, not a departmental function
There is no silver bullet for continuous growth — you have to keep trying new things

The 42 Rules are based on proven, cross-functional initiatives that allow business leaders to identify and understand target markets, define customers’ context for purchases, and prove their companies’ value within that context. Shirman combines her own observations with lessons from business leaders at Cisco, Salesforce.com, Adobe, Citrix, and others to distill actionable strategies for B2B vendors to drive sustainable relevance and growth.

The rules cover a broad spectrum of concepts, including:

Developing relevance as a corporate skill
Finding markets where you matter
Defining and proving value
Solution orchestration
Industry specialization
Sales channel empowerment