{"product_id":"sell-more-faster-9781119597803","title":"Sell More Faster","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction: \u003ci\u003eSell More Faster\u003c\/i\u003e—Why You Need to Read This Book 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStarting Up 3\u003c\/p\u003e \u003cp\u003eAbout This Book 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1: The W3 (Who, What, and Why) Framework 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere the Heck Do I Start? 12\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWho a\u003c\/i\u003ere You Selling To? 17\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat i\u003c\/i\u003es Your Customer Buying? 21\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhy i\u003c\/i\u003es Your Customer Buying It? 24\u003c\/p\u003e \u003cp\u003ePutting W3 Together 30\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2: Finding Your First Customers 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe W3 Framework is Worthless … Until You Test It! 38\u003c\/p\u003e \u003cp\u003eThe Wrong W3 39\u003c\/p\u003e \u003cp\u003eSales versus Customer Development 46\u003c\/p\u003e \u003cp\u003eHow to Find Your ICP (Ideal Customer Profile) 50\u003c\/p\u003e \u003cp\u003eProduct–Market Direction and the Quest for Product–Market Fit 58\u003c\/p\u003e \u003cp\u003eNow It’s Your Turn to Start the Customer Development Process 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3: Your Sales Process—The Road to Repeatability 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Having and Knowing Your Sales Process is Important 65\u003c\/p\u003e \u003cp\u003eTeasing Out \u003ci\u003eYour \u003c\/i\u003eFirst Sales Process 69\u003c\/p\u003e \u003cp\u003eBuilding Your Sales Model through (Not) Guessing 78\u003c\/p\u003e \u003cp\u003eYour CRM Blueprint and Early Sales Model 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4: Getting to Repeatability 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Do You Know When You’ve Made a Sale? 90\u003c\/p\u003e \u003cp\u003eValue Trading and Pricing 92\u003c\/p\u003e \u003cp\u003eNegotiation 101 98\u003c\/p\u003e \u003cp\u003eThe Process of Making a Deal 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5: Scaling Your Team for Speed 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnowing When It’s Time to Hit the Gas on Hiring 107\u003c\/p\u003e \u003cp\u003eYour First Sales Hire 110\u003c\/p\u003e \u003cp\u003eFinding Repeatability in Hiring 120\u003c\/p\u003e \u003cp\u003ePaying Salespeople 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6: Big Businesses are Built after the Sale is Closed 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKeeping the Momentum Going 144\u003c\/p\u003e \u003cp\u003eCustomer-Centric Cultures Win 147\u003c\/p\u003e \u003cp\u003eThe Postsales Process 149\u003c\/p\u003e \u003cp\u003eRetention and Growing Your Revenue Base 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7: Now Go Out and Sell More Faster! 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTake the Long View 160\u003c\/p\u003e \u003cp\u003eImplementing What You’ve Learned 160\u003c\/p\u003e \u003cp\u003eRevel in Your Passion 162\u003c\/p\u003e \u003cp\u003eAbout the Author 163\u003c\/p\u003e \u003cp\u003eIndex 165\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407095636311,"sku":"9781119597803","price":18.9,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119597803.jpg?v=1730498160","url":"https:\/\/bookcurl.com\/products\/sell-more-faster-9781119597803","provider":"Book Curl","version":"1.0","type":"link"}