ISBN1119597803 (hardcover)
9781119597803 (hardcover)
一般注記Introduction: Sell More Faster -- Why You Need to Read This Book. Starting Up ; About This Book -- The W3 (Who, What, and Why) Framework. Where the Heck Do I Start? ; Who are You Selling To? ; What is Your Customer Buying? ; Why is Your Customer Buying It? ; Putting W3 Together -- Finding Your First Customers. The W3 Framework is Worthless ... Until You Test It! ; The Wrong W3 ; Sales versus Customer Development ; How to Find Your ICP (Ideal Customer Profile) ; Product-Market Direction and the Quest for Product-Market Fit ; Now It's Your Turn to Start the Customer Development Process -- Your Sales Process -- The Road to Repeatability. Why Having and Knowing Your Sales Process is Important ; Teasing Out Your First Sales Process ; Building Your Sales Model through (Not) Guessing ; Your CRM Blueprint and Early Sales Model -- Getting to Repeatability. How Do You Know When You've Made a Sale? ; Value Trading and Pricing ; Negotiation 101 ; The Process of Making a Deal -- Scaling Your Team for Speed. Knowing When It's Time to Hit the Gas on Hiring ; Your First Sales Hire ; Finding Repeatability in Hiring ; Paying Salespeople -- Big Businesses are Built after the Sale is Closed. Keeping the Momentum Going ; Customer-Centric Cultures Win ; The Postsales Process ; Retention and Growing Your Revenue Base -- Now Go Out and Sell More Faster! Take the Long View ; Implementing What You've Learned ; Revel in Your Passion.
Includes index.