Sell More Faster: The Ultimate Sales Playbook for Startups

ISBN-13: 9781119597803 / Angielski / Twarda / 2019 / 192 str.

Amos Schwartzfarb

Spis treści

Foreword xiiiAcknowledgments xviiIntroduction: Sell More Faster--Why You Need to Read This Book 1Starting Up 3About This Book 9Chapter 1: The W3 (Who, What, and Why) Framework 11Where the Heck Do I Start? 12Who are You Selling To? 17What is Your Customer Buying? 21Why is Your Customer Buying It? 24Putting W3 Together 30Chapter 2: Finding Your First Customers 37The W3 Framework is Worthless ... Until You Test It! 38The Wrong W3 39Sales versus Customer Development 46How to Find Your ICP (Ideal Customer Profile) 50Product-Market Direction and the Quest for Product-Market Fit 58Now It's Your Turn to Start the Customer Development Process 62Chapter 3: Your Sales Process--The Road to Repeatability 63Why Having and Knowing Your Sales Process is Important 65Teasing Out Your First Sales Process 69Building Your Sales Model through (Not) Guessing 78Your CRM Blueprint and Early Sales Model 82Chapter 4: Getting to Repeatability 89How Do You Know When You've Made a Sale? 90Value Trading and Pricing 92Negotiation 101 98The Process of Making a Deal 101Chapter 5: Scaling Your Team for Speed 107Knowing When It's Time to Hit the Gas on Hiring 107Your First Sales Hire 110Finding Repeatability in Hiring 120Paying Salespeople 131Chapter 6: Big Businesses are Built after the Sale is Closed 143Keeping the Momentum Going 144Customer-Centric Cultures Win 147The Postsales Process 149Retention and Growing Your Revenue Base 154Chapter 7: Now Go Out and Sell More Faster! 159Take the Long View 160Implementing What You've Learned 160Revel in Your Passion 162About the Author 163Index 165

O autorze

AMOS SCHWARTZFARB is the managing director of Techstars Austin, an early-stage investor, and startup operating executive with more than 20 years of sales, sales leadership, and strategy experience in digital, advertising, entertainment, and software. Amos's specific expertise is identifying product-market fit and go-to-market strategy. Amos's role in the Techstars organization includes mentoring, recruiting, and investing on behalf of the company around the world.