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Produktbild: From Impossible to Inevitable

From Impossible to Inevitable How SaaS and Other Hyper-Growth Companies Create Predictable Revenue

28,99 €

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Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

30.07.2019

Verlag

John Wiley & Sons

Seitenzahl

314

Maße (L/B/H)

23,5/15,9/2,7 cm

Gewicht

640 g

Auflage

2. Auflage

Sprache

Englisch

ISBN

978-1-119-53169-2

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

30.07.2019

Verlag

John Wiley & Sons

Seitenzahl

314

Maße (L/B/H)

23,5/15,9/2,7 cm

Gewicht

640 g

Auflage

2. Auflage

Sprache

Englisch

ISBN

978-1-119-53169-2

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: GPSR Kontakt

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  • Produktbild: From Impossible to Inevitable
  • Preface: Systematizing Success xiii
     
    Lessons from the World's Fastest-Growing Companies xiii
     
    Part I Nail a Niche
     
    1 "Niche" Doesn't Mean Small 2
     
    Are You Sure You're Ready to Grow Faster? 2
     
    How to Know If You've Nailed a Niche 4
     
    Achieve World Domination One Niche at a Time 6
     
    The Arc of Attention 7
     
    2 Signs of Slogging 12
     
    Are You a Nice-to-Have? 12
     
    Big Companies Suffer, Too 15
     
    Case Study: Where Aaron Went Wrong 16
     
    Your Current Strength Can Be a Future Weakness 21
     
    3 How to Nail It 23
     
    Where Can You Be a Big Fish in a Small Pond? 23
     
    Work through the Niche Matrix 25
     
    Case Study: How Twilio Nailed a Billion-Dollar Niche by Walking in Its Customers' Shoes 31
     
    The 20-Interview Rule 36
     
    4 Your Pitch 39
     
    If You Were a Radio Station, Would Anyone Tune In? 39
     
    Elevator Pitches Are Always Frustrating 41
     
    They Don't Care about "You": Three Simple Questions 43
     
    Part II Create Predictable Pipeline
    Introduction: Lead Generation Absolves Many Sins 46
     
    5 Seeds--Customer Success 50
     
    How to Grow Seeds Predictably 51
     
    Case Study: How Gild Dropped Monthly Churn from 4 to 1 56
     
    Case Study: Customer Service Excellence at Topcon 58
     
    6 Nets--Marketing 61
     
    Three Uncommon Approaches of Hypergrowth CMOs 63
     
    The Forcing Function Your Marketing Leader Needs: A "Sales Qualified Lead Commit" 70
     
    Corporate Marketing versus Demand Generation 71
     
    How Inbound Changed in 10 Years Between Scaling Marketo to $100M+ and Founding Engagio 72
     
    Heroic Marketing: When You Have No Money and Little Time 76
     
    7 Spears--Outbound Prospecting 80
     
    Where Outbound Works Best--and Where It Fails 83
     
    Outbound Lessons Learned Since Predictable Revenue Was Published 85
     
    Case Study: Outbound's Role in Acquia's $100 Million Trajectory 87
     
    Case Study: How Sagemount Triples the Value of a Company in Three Years 89
     
    Case Study: How Zuora Drives 60%-Plus of Its Growth by Outbound, Even When Accounts Need Nurturing for Years 97
     
    Build an Outbound Program Right the First Time 104
     
    Have You Been Too Successful at Inbound? 110
     
    8 What Executives Miss 114
     
    Pipeline Creation Rate: Your #1 Leading Metric 114
     
    The 15/85 Rule: Early Adopters and Mainstream Buyers 116
     
    Why You're Underestimating Customer Lifetime Value 119
     
    Part III Make Sales Scalable
     
    9 Learn from Our Mistakes 123
     
    Growth Creates More Problems Than It Solves--But They Are Better Problems 123
     
    Top 12 Mistakes in Building Sales Teams 124
     
    Advice from the VP Sales behind LinkedIn and EchoSign 126
     
    10 Specialization: Your #1 Sales Multiplier 129
     
    Why Salespeople Shouldn't Prospect 129
     
    Case Study: How Clio Restructured Sales in Three Months 132
     
    Can You Be Too Small, or Too Big, to Specialize? 134
     
    Specialization: Two Common Objections 136
     
    Specialization Snapshot at Acquia 137
     
    11 Sales Leaders 139
     
    The #1 Mis-Hire Is the VP/Head of Sales 139
     
    The Right VP Sales for Your Stage 140
     
    Ten Favorite Interview Questions 143
     
    12 Hiring Best Practices for Sales 146
     
    If You're a Startup: Four Phases of Hiring Your First Sales Team 146
     
    Simple Hiring Tricks 149
     
    When Doing Something New, Start with Two 150
     
    The $100 Million HubSpot Sales Machine: Recruiting and Coaching Essentials 152
     
    Case Study: How to Cut Down on Wasted Interviewing 154
     
    13 Scaling the