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