From Impossible To Inevitable (inbunden)
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Format
Inbunden (Hardback)
Språk
Engelska
Antal sidor
320
Utgivningsdatum
2016-03-25
Upplaga
1
Förlag
John Wiley & Sons Inc
Illustrationer
illustrations
Dimensioner
228 x 152 x 31 mm
Vikt
521 g
Antal komponenter
1
ISBN
9781119166719

From Impossible To Inevitable

How Hyper-Growth Companies Create Predictable Revenue

av Aaron Ross, Jason Lemkin
Inbunden,  Engelska, 2016-03-25
220
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Impossible Goals, Inevitable Successes Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn t about magic. It s not about privileges, luck, or working harder. There s a template that the world s fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits (which skyrocketed from $1 million to $100 million in two years), Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. For instance, one of the authors shows how he grew his income from $67,000 to $720,000 in four years while maintaining a 20-30 hour work week and welcoming a new child nine times. This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size: * Why aren t you growing faster? * What does it take to get to hypergrowth? * How do you sustain growth? This powerful, effective book provides a template for you to kick off your biggest growth spurt yet. This template includes The 7 Ingredients Of Hypergrowth: *You re not ready to grow until you Nail a Niche. *Overnight success is a fairy tale. You re not going to be magically discovered. You need sustainable systems that Create Predictable Pipeline. *Growth exposes your weaknesses and it will cause more problems than it solves until you Make Sales Scalable. *It s hard to build a big business out of small deals. Figure out how to Double Your Dealsize. *It ll take years longer than you want, but don t quit too soon. Make sure you can Do the Time. *Your people are renting, not owning their jobs. Develop a culture of initiative, not adequacy by Embracing Employee Ownership. *Employees, you are too accepting of reality and too eager to quit. You can Define Your Destiny to make a difference, for yourself and your company, no matter what you do or where you work. The authors take each ingredient and break it down into specific steps to guide you through implementation. From Impossible to Inevitable helps you take impossible goals and turn them into inevitable successes for your business and team. You will achieve success even bigger than you can imagine from where you re sitting today.

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AARON ROSS (@motoceo) is married with 12 children (mostly through adoption), loves motorcycles, and keeps a 25-hour workweek. He's a popular keynote speaker and the best-selling author of??Predictable Revenue,??called "The Sales Bible Of Silicon Valley." Aaron cofounded the software company??Carb.io. JASON LEMKIN (@jasonlk) founded SaaStr.com, the largest community of SaaS founders on the planet,??and has invested in SaaS companies worth collectively in excess of $1.5 billion. Jason was CEO of EchoSign, and led it from $0 to $100 million+ in revenues and a sale to Adobe. He is married with two kids, runs every single damn day, and loves anything related to Hawaii.

Innehållsförteckning

Preface: Systematizing Success xv Lessons from the World s Fastest-Growing Companies xv PART I Nail A Niche 1 Niche Doesn t Mean Small 3 Are You Sure You re Ready to Grow Faster? 3 How to Know If You ve Nailed A Niche 5 Achieve World Domination One Niche at a Time 7 The Arc of Attention 8 2 Signs of Slogging 13 Are You a Nice-to-Have? 13 Big Companies Suffer, Too 16 Case Study: Where Aaron Went Wrong 17 Your Current Strength Can Be a Future Weakness 22 3 How to Nail It 25 Where Can You Be a Big Fish in a Small Pond? 25 Work through the Niche Matrix 27 Case Study: How Avanoo Nailed It 33 Jason s 20-Interview Rule 37 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 49 How to Grow Seeds Predictably 49 Case Study: How Gild Dropped Monthly Churn from 4% to 1% 55 Case Study: Customer Service Excellence at Topcon 58 6 Nets Inbound Marketing 61 The Forcing Function Your Marketing Leader Needs: A Lead Commit 62 Corporate Marketing versus Demand Generation 63 Case Study: Zenefits from $1 Million to $100 Million in Two Years 64 Inbound Marketing: A Four-Point Primer 68 Heroic Marketing: When You Have No Money and Little Time 74 7 Spears Outbound Prospecting 79 Where Outbound Works Best and Where It Fails 82 Outbound Lessons Learned Since Predictable Revenue Was Published 83 Case Study: Zenefits Outbound Lessons 86 Case Study: Outbound s Role in Acquia s $100 Million Trajectory 89 Case Study: From Zero to $10 Million with Outbound at GuideSpark 91 Case Study: How Tapstream Started from Scratch 93 8 What Executives Miss 95 Pipeline Creation Rate: Your #1 Leading Metric 95 The 15/85 Rule: Early Adopters and Mainstream Buyers 97 Why You re Underestimating Customer Lifetime Value 100 PART III Make Sales Scalable 9 Learn from Our Mistakes 105 Growth Creates More Problems Than It Solves But They Are Better Problems 105 Jason s Top 12 Mistakes in Building Sales Teams 106 Advice from the VP Sales behind LinkedIn and EchoSign 108 10 Specialization: Your #1 Sales Multiplier 111 Why Salespeople Shouldn t Prospect 111 Case Study: How Clio Restructured Sales in Three Months 114 Can You Be Too Small, or Too Big, to Specialize? 116 Specialization: Two Common Objections 117 Specialization Snapshot at Acquia 119 11 Sales Leaders 121 The #1 Mis-Hire is the VP/Head of Sales 121 The Right VP Sales for Your Stage 122 Jason s 10 Favorite Interview Questions 125 12 Hiring Best Practices for Sales 129 Simple Hiring Tricks 129 When Doing Something New, Start with Two 130 The $100 Million HubSpot Sales Machine: Recruiting and Coaching Essentials 132 Case Study: How to Cut Down on Wasted Interviewing 133 13 Scaling the Sales Team 137 If You re Churning More Than 10% of Your Salespeople, They Aren t the Problem 137 Case Study: Scaling Sales from 2 to 350 Reps at Zenefits 140 Jason s Advice to CEOs: Put Nonsales Leaders on Variable Comp Plans, Too 144 Truth Equals Money 146 Pipeline Deficit Disorder 148 Are Your Enterprise Deals Taking Forever? 151 Five Key Sales Metrics (with a Twist) 153 14 For Startups Only 157 Every Tech Company Should Offer Services 157 What Jason Invests In, and Do You Need to Raise Money to Scale? 159 What the Headcount of a 100-Person SaaS Company Looks Like 162 PART IV Double Your Deal-size 15 Deal Size Math 169 What Jason Learned: You Need 50 Million Users to Make Freemium Work 169 Small Deals Get You Started, Big Deals Drive Growth 171

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