skip to content
Sell more faster : the ultimate sales playbook for start-ups Preview this item
ClosePreview this item
Checking...

Sell more faster : the ultimate sales playbook for start-ups

Author: Amos Schwartzfarb
Publisher: Hoboken : Wiley, 2019.
Edition/Format:   eBook : Document : English : First EditionView all editions and formats
Summary:
"From the experts at Techstars 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
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy online

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Genre/Form: Electronic books
Additional Physical Format: Print version:
Shwartzfarb, Amos, 1973- author.
Sell more faster
Hoboken : Wiley, 2019
(DLC) 2019020019
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Amos Schwartzfarb
ISBN: 1119597722 9781119597834 1119597838 9781119597728
OCLC Number: 1100443521
Notes: Includes index.
Description: 1 online resource
Contents: Cover; Title Page; Copyright; Contents; Foreword; Acknowledgments; Introduction: Sell More Faster-Why You Need to Read This Book; Starting Up; Shoreline Mountain Products; HotJobs.com; Work.com and Business.com; MySpoonful; BlackLocus; Joust; Techstars; About This Book; Chapter 1: The W3 (Who, What, and Why) Framework; Where the Heck Do I Start?; Connecting the Dots from Thoughts to a Plan; Required: A Solid Sales Plan; Who Are You Selling To?; Job 1: Get More Granular; Job 2: Disprove It; What Is Your Customer Buying?; What You're Selling versus What the Customer Is Buying; Knowing Your What Why Is Your Customer Buying It?Why You Believe They Will Buy Your Product; Why Prospective Customers Say They (May) Buy Your Product; Why They Really Buy Your Product; Measuring Your-and Your Customer's-Why; Putting W3 Together; Chapter 2: Finding Your First Customers; The W3 Framework Is Worthless ... Until You Test It!; The Wrong W3; Defining BlackLocus's W3; Measuring Value with an ROI Calculator; Lessons Learned; Sales versus Customer Development; How to Find Your ICP (Ideal Customer Profile); A Story of Searching for Your Who; Lessons Monica Learned from Authors.me The Methodology for Finding Your ICPProduct-Market Direction and the Quest for Product-Market Fit; Understanding Product-Market Fit; Knowing Your Product-Market Direction; How Slack Tacked Its Way to Success; 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; Defining the Sales Process; Seeing the Benefits of a Repeatable Process; Teasing Out Your First Sales Process; Focusing on Your Sales Funnel; Allstacks: Finding the Right Sales Process Using a CRM to Track Customers and DataEvaluating Progress; 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?; The Difference between Interest and Intent; Value Trading and Pricing; Insights on Pricing; Pricing Strategies; Optimizing Trade in Value and Pricing; Negotiation 101; Working Together to Reach a Deal; View Your Prospect as a Partner; Take Emotion Out of the Equation; The Process of Making a Deal; Start with a Conversation; Be Truthful and Transparent Knowing When the Deal Is Ready to CloseChapter 5: Scaling Your Team for Speed; Knowing When It's Time to Hit the Gas on Hiring; Your First Sales Hire; Attribute 1: Experience Selling at an Early Stage Company, Typically in the First Five Hires; Attribute 2: Tenure in That Company to a Much Larger Team/Higher Revenue (for Example, 5 to 50 Salespeople and/or 100 000 to 10 Million or More in Revenue); Attribute 3: Self-Motivation and Ability to Persevere through Tough Times (This Doesn't Have to Be in Business, It's a Life Attribute)
Responsibility: Amos Shwartzfarb.

Abstract:

"From the experts at Techstars 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 doesnt have to be this way, and founders dont 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 fundingand 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"--

"Sell More Faster is the go-to guide for building and scaling any startup sales organization. Most startups suffer the same foundational issue: founders want to move straight into sales (and scaling sales) before they know Who their customer is, What product they want, or Why they want it. Even if they know it, they can't communicate it to the team: a big problem when you're trying to forecast, hire, and raise money. Without an articulated sales strategy, employees, candidates, and investors are left playing a guessing game and losing confidence in the future. But it doesn't have to be that way. In Sell More Faster veteran investor, sales executive, mentor and Techstars leader Amos Schwartzfarb delivers the lessons, strategies, and guidance startups need to avoid and manage these pitfalls, grow a scalable, successful sales organization and beat the odds. Sell More Faster breaks down the author's proven W3 sales organization method and distills the collective knowledge of Techstars leaders who moved fast, broke things, and built billion-dollar companies with the scraps"--

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.
Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/1100443521> # Sell more faster : the ultimate sales playbook for start-ups
    a schema:Book, schema:CreativeWork, schema:MediaObject ;
    library:oclcnum "1100443521" ;
    library:placeOfPublication <http://id.loc.gov/vocabulary/countries/nju> ;
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/marketing> ; # Marketing
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/selling> ; # Selling
    schema:about <http://dewey.info/class/658.8/e23/> ;
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/new_business_enterprises> ; # New business enterprises
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/business_&_economics_sales_&_selling> ; # BUSINESS & ECONOMICS / Sales & Selling
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/business_&_economics_entrepreneurship> ; # BUSINESS & ECONOMICS / Entrepreneurship
    schema:about <http://experiment.worldcat.org/entity/work/data/9094599642#Topic/customer_relations> ; # Customer relations
    schema:author <http://experiment.worldcat.org/entity/work/data/9094599642#Person/schwartzfarb_amos_1973> ; # Amos Schwartzfarb
    schema:bookEdition "First Edition." ;
    schema:bookFormat schema:EBook ;
    schema:datePublished "2019" ;
    schema:description ""Sell More Faster is the go-to guide for building and scaling any startup sales organization. Most startups suffer the same foundational issue: founders want to move straight into sales (and scaling sales) before they know Who their customer is, What product they want, or Why they want it. Even if they know it, they can't communicate it to the team: a big problem when you're trying to forecast, hire, and raise money. Without an articulated sales strategy, employees, candidates, and investors are left playing a guessing game and losing confidence in the future. But it doesn't have to be that way. In Sell More Faster veteran investor, sales executive, mentor and Techstars leader Amos Schwartzfarb delivers the lessons, strategies, and guidance startups need to avoid and manage these pitfalls, grow a scalable, successful sales organization and beat the odds. Sell More Faster breaks down the author's proven W3 sales organization method and distills the collective knowledge of Techstars leaders who moved fast, broke things, and built billion-dollar companies with the scraps"--"@en ;
    schema:description ""From the experts at Techstars 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 doesnt have to be this way, and founders dont 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 fundingand 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"--"@en ;
    schema:description "Cover; Title Page; Copyright; Contents; Foreword; Acknowledgments; Introduction: Sell More Faster-Why You Need to Read This Book; Starting Up; Shoreline Mountain Products; HotJobs.com; Work.com and Business.com; MySpoonful; BlackLocus; Joust; Techstars; About This Book; Chapter 1: The W3 (Who, What, and Why) Framework; Where the Heck Do I Start?; Connecting the Dots from Thoughts to a Plan; Required: A Solid Sales Plan; Who Are You Selling To?; Job 1: Get More Granular; Job 2: Disprove It; What Is Your Customer Buying?; What You're Selling versus What the Customer Is Buying; Knowing Your What"@en ;
    schema:exampleOfWork <http://worldcat.org/entity/work/id/9094599642> ;
    schema:genre "Electronic books"@en ;
    schema:inLanguage "en" ;
    schema:isSimilarTo <http://worldcat.org/entity/work/data/9094599642#CreativeWork/sell_more_faster> ;
    schema:name "Sell more faster : the ultimate sales playbook for start-ups"@en ;
    schema:productID "1100443521" ;
    schema:url <https://rbdigital.rbdigital.com> ;
    schema:url <http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=2240115> ;
    schema:url <http://public.eblib.com/choice/PublicFullRecord.aspx?p=5884214> ;
    schema:workExample <http://worldcat.org/isbn/9781119597728> ;
    schema:workExample <http://worldcat.org/isbn/9781119597834> ;
    wdrs:describedby <http://www.worldcat.org/title/-/oclc/1100443521> ;
    .


Related Entities

<http://experiment.worldcat.org/entity/work/data/9094599642#Person/schwartzfarb_amos_1973> # Amos Schwartzfarb
    a schema:Person ;
    schema:birthDate "1973" ;
    schema:familyName "Schwartzfarb" ;
    schema:givenName "Amos" ;
    schema:name "Amos Schwartzfarb" ;
    .

<http://experiment.worldcat.org/entity/work/data/9094599642#Topic/business_&_economics_entrepreneurship> # BUSINESS & ECONOMICS / Entrepreneurship
    a schema:Intangible ;
    schema:name "BUSINESS & ECONOMICS / Entrepreneurship"@en ;
    .

<http://experiment.worldcat.org/entity/work/data/9094599642#Topic/business_&_economics_sales_&_selling> # BUSINESS & ECONOMICS / Sales & Selling
    a schema:Intangible ;
    schema:name "BUSINESS & ECONOMICS / Sales & Selling"@en ;
    .

<http://experiment.worldcat.org/entity/work/data/9094599642#Topic/customer_relations> # Customer relations
    a schema:Intangible ;
    schema:name "Customer relations"@en ;
    .

<http://experiment.worldcat.org/entity/work/data/9094599642#Topic/new_business_enterprises> # New business enterprises
    a schema:Intangible ;
    schema:name "New business enterprises"@en ;
    .

<http://worldcat.org/entity/work/data/9094599642#CreativeWork/sell_more_faster>
    a schema:CreativeWork ;
    rdfs:label "Sell more faster" ;
    schema:description "Print version:" ;
    schema:isSimilarTo <http://www.worldcat.org/oclc/1100443521> ; # Sell more faster : the ultimate sales playbook for start-ups
    .

<http://worldcat.org/isbn/9781119597728>
    a schema:ProductModel ;
    schema:isbn "1119597722" ;
    schema:isbn "9781119597728" ;
    .

<http://worldcat.org/isbn/9781119597834>
    a schema:ProductModel ;
    schema:isbn "1119597838" ;
    schema:isbn "9781119597834" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.