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by Amos Schwartzfarb
Sell More Faster
Cover
Foreword
Acknowledgments
Introduction: Sell More Faster—Why You Need to Read This Book—Why You Need to Read This Book
Starting Up
About This Book
Chapter 1: 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
Chapter 2: 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
Chapter 3: 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
Chapter 4: 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
Chapter 5: 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
Chapter 6: 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
Chapter 7: Now Go Out and Sell More Faster!
Take the Long View
Implementing What You've Learned
Revel in Your Passion
About the Author
Index
End User License Agreement
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