{"product_id":"sell-more-faster-isbn-9781119597803","title":"Sell More Faster","description":"\u003cp\u003e\u003cb\u003eFrom Amos Schwartzfarb, serial entrepreneur and veteran Managing Director of Techstars Austin comes the elemental, essential, and effective strategy that will help any startup identify, build, and grow their customers from day 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMost startups fail because they can’t grow revenue early or quickly enough. Startup CEOs will tell you their early missteps can be attributed to not finding their product market fit early enough, or at all. Founders overspend time and money trying to find product-market fit and make false starts, follow the wrong signals, and struggle to generate enough revenue to scale and raise funding. And all the while they never really knew who their customers were, what product they really needed, and why they needed it. But it doesn’t have to be this way, and founders don’t need to face it alone. Through expert guidance and experienced mentorship, every startup can avoid these pitfalls.\u003cbr\u003e\u003cbr\u003e The ultimate guide for building and scaling any startup sales organization, \u003ci\u003eSell More Faster \u003c\/i\u003eshares the proven systems, methods, and lessons from Managing Director of Techstars Austin and sales expert Amos Schwartzfarb. Hear from founders of multi-million-dollar companies and CEOs who learned firsthand with Techstars, the leading mentorship-driven startup accelerator and venture capital firm that has invested in and mentored thousands of companies, collectively representing billions of dollars in funding and market cap. Schwartzfarb, and the Techstars Worldwide Network of more than 10,000 mentors do one thing better than anyone: help startup entrepreneurs succeed. They know how to sell, how to hire people who know how to sell, and how to use sales to gain venture funding—and now you can, too.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSell More Faster\u003c\/i\u003e delivers the critical strategies and guidance necessary to avoid and manage the hazards all startups face and beat the odds. This valuable resource delivers:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eA comprehensive playbook to identify product market direction and product market fit\u003c\/li\u003e \u003cli\u003eExpert advice on building a diverse sales team and how to identify, recruit, and train the kinds of team members you need\u003c\/li\u003e \u003cli\u003eModels and best practices for sales funnels, pricing, compensation, and scaling\u003c\/li\u003e \u003cli\u003eA roadmap to create a repeatable and measurable path to find product-market fit\u003c\/li\u003e \u003cli\u003eAggregated knowledge from Techstars leaders and industry experts\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eSell More Faster\u003c\/i\u003e is an indispensable guide for entrepreneurs seeking product-market fit, building their sales team, developing a growth strategy, and chasing accelerated, sustained selling success.\u003c\/p\u003e \u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction: \u003ci\u003eSell More Faster\u003c\/i\u003e—Why You Need to Read This Book 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStarting Up 3\u003c\/p\u003e \u003cp\u003eAbout This Book 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1: The W3 (Who, What, and Why) Framework 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere the Heck Do I Start? 12\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWho a\u003c\/i\u003ere You Selling To? 17\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhat i\u003c\/i\u003es Your Customer Buying? 21\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhy i\u003c\/i\u003es Your Customer Buying It? 24\u003c\/p\u003e \u003cp\u003ePutting W3 Together 30\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2: Finding Your First Customers 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe W3 Framework is Worthless … Until You Test It! 38\u003c\/p\u003e \u003cp\u003eThe Wrong W3 39\u003c\/p\u003e \u003cp\u003eSales versus Customer Development 46\u003c\/p\u003e \u003cp\u003eHow to Find Your ICP (Ideal Customer Profile) 50\u003c\/p\u003e \u003cp\u003eProduct–Market Direction and the Quest for Product–Market Fit 58\u003c\/p\u003e \u003cp\u003eNow It’s Your Turn to Start the Customer Development Process 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3: Your Sales Process—The Road to Repeatability 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Having and Knowing Your Sales Process is Important 65\u003c\/p\u003e \u003cp\u003eTeasing Out \u003ci\u003eYour \u003c\/i\u003eFirst Sales Process 69\u003c\/p\u003e \u003cp\u003eBuilding Your Sales Model through (Not) Guessing 78\u003c\/p\u003e \u003cp\u003eYour CRM Blueprint and Early Sales Model 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4: Getting to Repeatability 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Do You Know When You’ve Made a Sale? 90\u003c\/p\u003e \u003cp\u003eValue Trading and Pricing 92\u003c\/p\u003e \u003cp\u003eNegotiation 101 98\u003c\/p\u003e \u003cp\u003eThe Process of Making a Deal 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5: Scaling Your Team for Speed 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnowing When It’s Time to Hit the Gas on Hiring 107\u003c\/p\u003e \u003cp\u003eYour First Sales Hire 110\u003c\/p\u003e \u003cp\u003eFinding Repeatability in Hiring 120\u003c\/p\u003e \u003cp\u003ePaying Salespeople 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6: Big Businesses are Built after the Sale is Closed 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKeeping the Momentum Going 144\u003c\/p\u003e \u003cp\u003eCustomer-Centric Cultures Win 147\u003c\/p\u003e \u003cp\u003eThe Postsales Process 149\u003c\/p\u003e \u003cp\u003eRetention and Growing Your Revenue Base 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7: Now Go Out and Sell More Faster! 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTake the Long View 160\u003c\/p\u003e \u003cp\u003eImplementing What You’ve Learned 160\u003c\/p\u003e \u003cp\u003eRevel in Your Passion 162\u003c\/p\u003e \u003cp\u003eAbout the Author 163\u003c\/p\u003e \u003cp\u003eIndex 165\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eAMOS SCHWARTZFARB\u003c\/b\u003e is the managing director of Techstars Austin, an early-stage investor, and startup operating executive with more than 20 years of sales, sales leadership, and strategy experience in digital, advertising, entertainment, and software. Amos's specific expertise is identifying product-market fit and go-to-market strategy. Amos's role in the Techstars organization includes mentoring, recruiting, and investing on behalf of the company around the world.   \u003c\/p\u003e\u003cp\u003e\u003ci\u003e\"Sell More Faster\u003c\/i\u003e is the sales playbook every startup founder needs to read.\"  \u003cb\u003e—Brad Feld, partner at Foundry Group, cofounder of Techstars\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003ci\u003eell More Faster\u003c\/i\u003e is the only practical playbook on how to build and scale your sales organization from day one. It will help you find product-market fit, test your sales theories and models, build and scale your sales organization, and develop ongoing relationships with your customers to grow your business exponentially. This book was written for anyone interested in starting, growing, or leading a modern startup so they can hit the ground running with a solid plan and have the foundation to build agile and effective sales teams. \u003c\/p\u003e\u003cp\u003eThis book is full of advice from successful founders, entrepreneurs, and early-stage leaders on their sales breakthroughs as well as their missteps. The overall approach, called, the \u003ci\u003eW3 Method\u003c\/i\u003e, is built around three crucial questions: \u003ci\u003eWho\u003c\/i\u003e are you selling to? \u003ci\u003eWhat\u003c\/i\u003e are they buying? \u003ci\u003eWhy\u003c\/i\u003e do they buy? Surprisingly, these basic questions are often overlooked—yet they are critical to building any successful sales organization. The W3 Method equips you with the tools to articulate your strategy with your team, company, investors, and customers. \u003c\/p\u003e\u003cp\u003eFrom the importance of a startup-friendly Customer Relationship Management system (CRM), to hiring and training a sales team, to creating a customer-centric sales culture, every lesson is drawn from the author's years of real-world success in startup sales, investing in, and advising early stage companies.\u003ci\u003e Sell More Faster\u003c\/i\u003e is the playbook every sales leader and startup founder needs to read. \t   \u003c\/p\u003e\u003cp\u003ePraise for\u003cb\u003e Sell More Faster\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Whether you're searching for product-market fit or have found it and are starting to scale, this book will give you the play by play approach of what you need to do to build an awesome sales organization.\" \u003cb\u003e—Brad Feld,\u003c\/b\u003e partner at Foundry Group, cofounder of Techstars \u003c\/p\u003e\u003cp\u003e\"Anyone can sell a known product, brand, or reputation, but if you want to start from scratch, you have to listen to Amos Schwartzfarb.\" \u003cb\u003e—Aziz Gilani,\u003c\/b\u003e Managing Director at Mercury Fund \u003c\/p\u003e\u003cp\u003e\"Reading \u003ci\u003eSell More Faster\u003c\/i\u003e will give you the same unfair advantage we had at ScaleFactor which has enabled rocket ship growth in a very short time. \u003ci\u003eSell More Faster\u003c\/i\u003e is a must read for every startup CEO and Head of Sales.\" \u003cb\u003e —Kurt Rathmann,\u003c\/b\u003e founder and CEO at ScaleFactor \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eSell More Faster\u003c\/i\u003e is a disciplined approach to figuring out who your customers are and how to build a high performing sales organization. If you're a pre-series A company, this book is a must read!\" \u003cb\u003e —Nicole Glaros,\u003c\/b\u003e chief investment strategy officer at Techstars \u003c\/p\u003e\u003cp\u003e\"This is a book that all first time entrepreneurs must read. Getting to repeatable selling in an early stage company is by far the biggest challenge startups face and Amos provides an experience-based, prescriptive approach to getting it right the first time.\" \u003cb\u003e —Rob Taylor,\u003c\/b\u003e cofounder and CEO at Convey \u003c\/p\u003e\u003cp\u003e\"Every company needs to figure out who your customers are and how to scale your sales organization. \u003ci\u003eSell More Faster\u003c\/i\u003e is the first book which takes that complicated task and breaks it down into a playbook every founder can follow.\" \u003cb\u003e —David Cohen,\u003c\/b\u003e co-CEO of Techstars \u003c\/p\u003e\u003cp\u003e\"When it comes to selling new concepts, Amos is without parallel. Startups and established companies often need to make major pivots in their business. When that happens, you need a talent like Amos who can quickly and successfully sell that new direction to clients.\" \u003cb\u003e —Jake Winebaum,\u003c\/b\u003e serial entrepreneur (and founder of Business.com) \u003c\/p\u003e\u003cp\u003e\"For anyone in sales—which is basically everyone—this book is a must read. I'm recommending this book to every startup founder and sales exec that I meet.\" \u003cb\u003e —Anna Barber,\u003c\/b\u003e managing director of Techstars Los Angeles\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990004416741,"sku":"NP9781119597803","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119597803.jpg?v=1761786185","url":"https:\/\/k12savings.com\/products\/sell-more-faster-isbn-9781119597803","provider":"K12savings","version":"1.0","type":"link"}