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  • Gebundenes Buch

From Amos Schwartzfarb, serial entrepreneur and veteran Managing Director of Techstars Austin comes the elemental, essential, and effective strategy that will help any startup identify, build, and grow their customers from day 1 Most startups fail because they can't grow revenue early or quickly enough. Startup CEOs will tell you their early missteps can be attributed to not finding their product market fit early enough, or at all. Founders overspend time and money trying to find product-market fit and make false starts, follow the wrong signals, and struggle to generate enough revenue to…mehr

Produktbeschreibung
From Amos Schwartzfarb, serial entrepreneur and veteran Managing Director of Techstars Austin comes the elemental, essential, and effective strategy that will help any startup identify, build, and grow their customers from day 1 Most startups fail because they can't grow revenue early or quickly enough. Startup CEOs will tell you their early missteps can be attributed to not finding their product market fit early enough, or at all. Founders overspend time and money trying to find product-market fit and make false starts, follow the wrong signals, and struggle to generate enough revenue to scale and raise funding. And all the while they never really knew who their customers were, what product they really needed, and why they needed it. But it doesn't have to be this way, and founders don't need to face it alone. Through expert guidance and experienced mentorship, every startup can avoid these pitfalls. The ultimate guide for building and scaling any startup sales organization, Sell More Faster shares the proven systems, methods, and lessons from Managing Director of Techstars Austin and sales expert Amos Schwartzfarb. Hear from founders of multi-million-dollar companies and CEOs who learned firsthand with Techstars, the leading mentorship-driven startup accelerator and venture capital firm that has invested in and mentored thousands of companies, collectively representing billions of dollars in funding and market cap. Schwartzfarb, and the Techstars Worldwide Network of more than 10,000 mentors do one thing better than anyone: help startup entrepreneurs succeed. They know how to sell, how to hire people who know how to sell, and how to use sales to gain venture funding--and now you can, too. Sell More Faster delivers the critical strategies and guidance necessary to avoid and manage the hazards all startups face and beat the odds. This valuable resource delivers: * A comprehensive playbook to identify product market direction and product market fit * Expert advice on building a diverse sales team and how to identify, recruit, and train the kinds of team members you need * Models and best practices for sales funnels, pricing, compensation, and scaling * A roadmap to create a repeatable and measurable path to find product-market fit * Aggregated knowledge from Techstars leaders and industry experts Sell More Faster is an indispensable guide for entrepreneurs seeking product-market fit, building their sales team, developing a growth strategy, and chasing accelerated, sustained selling success.
  • Produktdetails
  • Techstars
  • Verlag: Wiley / Wiley & Sons
  • Artikelnr. des Verlages: 1W119597800
  • 1. Auflage
  • Seitenzahl: 192
  • Erscheinungstermin: 4. September 2019
  • Englisch
  • Abmessung: 238mm x 156mm x 22mm
  • Gewicht: 374g
  • ISBN-13: 9781119597803
  • ISBN-10: 1119597803
  • Artikelnr.: 55196058
Autorenporträt
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.
Inhaltsangabe
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