| Description |
xvii, 302 pages : illustrations ; 24 cm |
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text rdacontent |
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unmediated rdamedia |
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volume rdacarrier |
| Note |
Includes index. |
| Contents |
PART 1: Nail a niche. Chapter 1. "Niche" doesn't mean small -- Chapter 2. Signs of slogging -- Chapter 3. How to nail it -- Chapter 4. Your pitch -- PART 2. Create predictable pipeline. Chapter 5. Seeds : customer success -- Chapter 6. Nets : inbound marketing Chapter 7. Spears : outbound prospecting -- CHAPTER 8. What executives miss -- PART 3. Make sales scalable. Chapter 9. Learn from our mistakes -- Chapter 10. Specialization : your #1 sales multiplier -- Chapter 11. Sales leaders -- Chapter 12. Hiring best practices for sales -- Chapter 13. Scaling the sales team -- Chapter 14. For startups only -- PART 4. Double your deal size. Chapter 15. Deal size math -- Chapter 16. Not too big, not too small -- Chapter 17. Going upmarket -- PART 5. Do the time. Chapter 18. Embrace frustration -- Chapter 19. Success isn't a straight line -- PART 6. Embrace employee ownership. Chapter 20. A reality check -- Chapter 21. For executives : create functional ownership -- Chapter 22. Taking ownership to the next level. PART 7. Define your destiny. Chapter 23. Are you abdicating your opportunity? -- Chapter 24. Combining money and meaning. |
| Subject |
Sales management.
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Strategic planning.
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Success in business.
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| Added Author |
Lemkin, Jason, 1969- author.
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| ISBN |
9781119166719 (hardback) : $30.00 |
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1119166713 (hardback) |
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