Buch, Englisch, 320 Seiten, Format (B × H): 156 mm x 236 mm, Gewicht: 510 g
Buch, Englisch, 320 Seiten, Format (B × H): 156 mm x 236 mm, Gewicht: 510 g
ISBN: 978-1-119-16671-9
Verlag: WILEY
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.
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
Preface: Systematizing Success
Lessons from the world's fastest growing companies
PART 1: NAIL A NICHE
Chapter 1: "NICHE" DOESN'T MEAN SMALL
ARE YOU SURE YOU'RE READY TO GROW FASTER?
HOW TO KNOW IF YOU'VE NAILED A NICHE
ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME
THE ARC OF ATTENTION
Chapter 2: SIGNS OF SLOGGING
ARE YOU A NICE-TO-HAVE?
BIG COMPANIES SUFFER TOO
WHERE AARON WENT WRONG
YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS
Chapter 3: HOW TO NAIL IT
WHERE CAN YOU BE A BIG FISH IN A SMALL POND?
WORK THROUGH THE NICHE MATRIX
HOW AVANOO NAILED IT
JASON'S 20-INTERVIEW RULE
Chapter 4: YOUR PITCH
IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN?
ELEVATOR PITCHES ARE ALWAYS FRUSTRATING
THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS
PART TWO: CREATE PREDICTABLE PIPELINE
INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS
Chapter 5: SEEDS - CUSTOMER SUCCESS
HOW TO GROW SEEDS PREDICTABLY
CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1%
CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON
Chapter 6: NETS - INBOUND MARKETING
THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT"
CORPORATE MARKETING VS. DEMAND GENERATION
CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS
INBOUND MARKETING: A 4-POINT PRIMER
HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME
Chapter 7: SPEARS - OUTBOUND PROSPECTING
WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS
OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED
CASE STUDY: ZENEFITS' OUTBOUND LESSONS
ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY
GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND
TAPSTREAM: STARTING FROM SCRATCH
CHAPTER X: WHAT EXECUTIVES MISS
PIPELINE CREATION RATE: YOUR #1 LEADING METRIC
THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS
WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE
CHAPTER 8: WHAT EXECUTIVES MISS
PIPELINE CREATION RATE: YOUR #1 LEADING METRIC
THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS
WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE
PART 3: MAKE SALES SCALABLE
Chapter 9: LEARN FROM OUR MISTAKES
GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS
JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS
ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN
Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER
WHY SALESPEOPLE SHOULDN'T PROSPECT
CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS
CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE?
SPECIALIZATION: TWO COMMON OBJECTIONS
SPECIALIZATION SNAPSHOT AT ACQUIA
CHAPTER 11: HIRING BEST PRACTICES FOR SALES
SIMPLE HIRING TRICKS
WHEN DOING SOMETHING NEW, START WITH TWO
CHAPTER 12: HIRING BEST PRACTICES FOR SALES
SIMPLE HIRING TRICKS
WHEN DOING SOMETHING NEW, START WITH TWO
THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS
CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME
CHAPTER 13: SCALING THE SALES TEAM
IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM
ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS
PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO
TRUTH = MONEY
PIPELINE DEFICIT DISORDER
ARE YOUR ENTERPRISE DEALS TAKING FOREVER?
FIVE KEY SALES METRICS (WITH A TWIST)
Chapter 14: FOR STARTUPS ONLY
EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION
WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE?
WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE
PART 4: DOUBLE YOUR DEALSIZE
Painful Truth: It's hard to build a big business out of small deals.
Chapter 15: DEALSIZE MATH
WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK
SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH
CHAPTER 16: NOT TOO BIG, NOT TOO SMALL
When you can't turn small deals into big ones
IF YOU HAVE CUSTOMERS OF ALL SIZES
Chapter 17: GOING UPMARKET
IF YOU DON'T WANT SALESPEOPLE
ADD ANOTHER TOP PRICING TIER
PRICING IS ALWAYS A PAIN
GOING FORTUNE 1000: BY MARK CRANNEY
PART 5: Do The Time
Chapter 18: EMBRACE FRUSTRATION
ARE YOU SURE YOU'RE READY FOR THIS?
EVERYONE HAS A YEAR OF HELL
COMFORT IS THE ENEMY OF GROWTH
REACHING ESCAPE VELOCITY
Chapter 19: SUCCESS ISN'T A STRAIGHT LINE
THE ANXIETY ECONOMY & ENTREPRENEUR DEPRESSION
MARK SUSTER'S QUESTION: "SHOULD YOU LEARN OR EARN?"
WHEN A STRAIGHT LINE ISN'T THE SHORTEST PATH TO SUCCESS
CHANGE YOUR WORLD, NOT THE WORLD
PART 6: EMBRACE EMPLOYEE OWNERSHIP
Chapter 20: A REALITY CHECK
DEAR EXECUTIVES (FROM EMPLOYEE)
DEAR EMPLOYEE (FROM EXECUTIVES)
PS: "DEAR SENIOR EXECUTIVES, DON'T GET LEFT BEHIND" (FROM CEO AND BOARD)
ARE YOUR PEOPLE RENTING, OR OWNING?
Chapter 21: FOR EXECUTIVES: CREATE FUNCTIONAL OWNERSHIP
A SIMPLE SURVEY
"NO SURPRISES"
FUNCTIONAL OWNERSHIP
CASE STUDY: HOW STRUGGLING TEAM TURNED INTO A SELF-MANAGING SUCCESS
To Turn Things Around
Chapter 22: TAKING OWNERSHIP TO THE NEXT LEVEL
FINANCIAL OWNERSHIP
MOVE PEOPLE AROUND
THE 4 TYPES OF EMPLOYEES
PART 7: DEFINE YOUR DESTINY
Chapter 23: ARE YOU ABDICATING YOUR OPPORTUNITY?
YOUR OPPORTUNITY IS BIGGER THAN YOU REALIZE
HOW TO EXPAND YOUR OPPORTUNITY AT WORK
YOU NEED SOME HUMDRUM PASSIONS
YOUR COMPANY ISN'T YOUR MOMMY OR DADDY
BACK TO FORCING FUNCTIONS: HOW TO MOTIVATE YOURSELF TO DO THINGS YOU DON'T FEEL LIKE DOING
SALES IS A LIFE SKILL
SALES IS A MULTI-STEP PROCESS
Chapter 24: COMBINING MONEY AND MEANING
MEANING GONE WRONG
WHAT'S YOUR UNIQUE GENIUS?
IGNORING REAL LIFE DOESN'T MAKE IT GO AWAY
AARON: HOW THE HELL DO YOU JUGGLE 9+ KIDS AND WORK?
