The Silicon Valley Sales Method, First Edition, How the World's Fastest Growing Companies Feed Their Revenue Pipeline by Ross, Aaron -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Table of Contents Praise for From Impossible To Inevitable Preface. Systematizing Success

Lessons from the World's Fastest-Growing Companies

Part I: 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 Case Study: 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 Case Study: 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”: Three Simple Questions

Part II: Create Predictable Pipeline

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 versus Demand Generation Case Study: Zenefits from $1 Million to $100 Million in Two Years Inbound Marketing: A Four-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 Case Study: Outbound's Role in Acquia's $100 Million Trajectory Case Study: From Zero to $10 Million with Outbound at GuideSpark Case Study: How Tapstream Started from Scratch

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 III: 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 Three Months Can You Be Too Small, or Too Big, to Specialize? Specialization: Two Common Objections Specialization Snapshot at Acquia

Chapter 11: Sales Leaders

The #1 Mis-Hire is the VP/Head of Sales The Right VP Sales for Your Stage Jason's 10 Favorite Interview Questions

Chapter 12: Hiring Best Practices for Sales

Simple Hiring Tricks When Doing Something New, Start with Two The $100 Million HubSpot Sales Machine: Recruiting and Coaching Essentials Case Study: How to Cut Down on Wasted Interviewing

Chapter 13: Scaling the Sales Team

If You're Churning More Than 10% of Your Salespeople, They Aren't the Problem Case Study: Scaling Sales from 2 to 350 Reps at Zenefits Jason's Advice To CEOs: Put Nonsales Leaders on Variable Comp Plans, Too Truth Equals Money Pipeline Deficit Disorder Are Your Enterprise Deals Taking Forever? Five Key Sales Metrics (with a Twist)

Chapter 14: For Startups Only

Every Tech Company Should Offer Services What Jason Invests In, and Do You Need to Raise Money to Scale? What the Headcount of a 100-Person SaaS Company Looks Like

Part IV: Double Your Deal-size

Chapter 15: Deal Size 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

Part V: 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 Motivation: How Aaron Reached Escape Velocity

Chapter 19: Success Isn't a Straight Line

The Anxiety Economy and Entrepreneur Depression Mark Suster's Question: “Should a Person Learn or Earn?” When a Straight Line Isn't the Shortest Path to Success Change Your World, Not the World

Part VI: Embrace Employee Ownership

Chapter 20: A Reality Check

Dear Executives (From an Employee) Dear Employee (From the Executives) P.S.: “Dear Senior Executives, Don't Get Left Behind” (From the 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 a 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 Four Types of Employees

Part VII: 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 Multistep 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 12 Kids and Work?

About The Authors Index End User License Agreement

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