From impossible to inevitable
Subtitle: how hyper-growth companies create predictable revenue
By: Aaron Ross and Jason Lemkin
Contributors: Lemkin, Jason, 1969- author
Publisher: Wiley; imusti
Published: 2016
Language: eng
Number of pages: 302
ISBN-13: 9781119166719
Subjects: Sales management; Strategic planning; BUSINESS & ECONOMICS / Sales & Selling; Success in business
Notes: Includes index.
Table of contents: title: PART 1: Nail a niche. Chapter 1. "Niche" doesn't mean small; title: Chapter 2. Signs of slogging; title: Chapter 3. How to nail it; title: Chapter 4. Your pitch; title: PART 2. Create predictable pipeline. Chapter 5. Seeds : customer success; title: Chapter 6. Nets : inbound marketing Chapter 7. Spears : outbound prospecting; title: CHAPTER 8. What executives miss; title: PART 3. Make sales scalable. Chapter 9. Learn from our mistakes; title: Chapter 10. Specialization : your #1 sales multiplier; title: Chapter 11. Sales leaders; title: Chapter 12. Hiring best practices for sales; title: Chapter 13. Scaling the sales team; title: Chapter 14. For startups only; title: PART 4. Double your deal size. Chapter 15. Deal size math; title: Chapter 16. Not too big, not too small; title: Chapter 17. Going upmarket; title: PART 5. Do the time. Chapter 18. Embrace frustration; title: Chapter 19. Success isn't a straight line; title: PART 6. Embrace employee ownership. Chapter 20. A reality check; title: Chapter 21. For executives : create functional ownership; title: Chapter 22. Taking ownership to the next level. PART 7. Define your destiny. Chapter 23. Are you abdicating your opportunity?; title: Chapter 24. Combining money and meaning.