Author: Fernando Pizarro
Publisher:
ISBN:
Category :
Languages : en
Pages : 112
Book Description
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
The SaaS Sales Method
Author: Fernando Pizarro
Publisher:
ISBN:
Category :
Languages : en
Pages : 112
Book Description
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
Publisher:
ISBN:
Category :
Languages : en
Pages : 112
Book Description
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
Winning by Design
Author: Rob Westrick
Publisher: Createspace Independent Pub
ISBN: 9781478111979
Category : Business & Economics
Languages : en
Pages : 298
Book Description
Winning by Design is a practical book for both the people concerned with the real world of change and its results and for the people expected to execute this change. The first part of the book was written for the leaders - those who wish to create a vision and initiate the changes. The second is aimed at the people who are tasked with implementing and driving the change to a better new product development process and environment, providing a very practical guide for project teams working on new products and services. The authors believe and hope that this book will initiate a new approach to product development and the way it is managed. Both Westrick and Cooper have had many successes with this approach and have a strong desire to share it with others through Winning by Design.
Publisher: Createspace Independent Pub
ISBN: 9781478111979
Category : Business & Economics
Languages : en
Pages : 298
Book Description
Winning by Design is a practical book for both the people concerned with the real world of change and its results and for the people expected to execute this change. The first part of the book was written for the leaders - those who wish to create a vision and initiate the changes. The second is aimed at the people who are tasked with implementing and driving the change to a better new product development process and environment, providing a very practical guide for project teams working on new products and services. The authors believe and hope that this book will initiate a new approach to product development and the way it is managed. Both Westrick and Cooper have had many successes with this approach and have a strong desire to share it with others through Winning by Design.
Winning by Design
Author: Vivien Walsh
Publisher: John Wiley & Sons
ISBN: 0631185119
Category : Business & Economics
Languages : en
Pages : 310
Book Description
The crucial role of product design in international competition is only now becoming fully appreciated. Based on a wide range of research in over 100 leading companies worldwide, this book describes and analyzes from a new perspective how good product design contributes to competitiveness and profitability.
Publisher: John Wiley & Sons
ISBN: 0631185119
Category : Business & Economics
Languages : en
Pages : 310
Book Description
The crucial role of product design in international competition is only now becoming fully appreciated. Based on a wide range of research in over 100 leading companies worldwide, this book describes and analyzes from a new perspective how good product design contributes to competitiveness and profitability.
Winning by Design
Author: Judith Strong
Publisher: Architectural Press
ISBN:
Category : Architecture
Languages : en
Pages : 216
Book Description
Architectural competitions attract both young practices and established names. This book provides an opportunity for architects to gain information for their own reference in competition entry. It covers procedures in the administration of competition
Publisher: Architectural Press
ISBN:
Category : Architecture
Languages : en
Pages : 216
Book Description
Architectural competitions attract both young practices and established names. This book provides an opportunity for architects to gain information for their own reference in competition entry. It covers procedures in the administration of competition
Winning on Purpose
Author: Fred Reichheld
Publisher: Harvard Business Press
ISBN: 1647821797
Category : Business & Economics
Languages : en
Pages : 159
Book Description
Great leaders embrace a higher purpose to win. The Net Promoter System shines as their guiding star. Few management ideas have spread so far and wide as the Net Promoter System (NPS). Since its conception almost two decades ago by customer loyalty guru Fred Reichheld, thousands of companies around the world have adopted it—from industrial titans such as Mercedes-Benz and Cummins to tech giants like Apple and Amazon to digital innovators such as Warby Parker and Peloton. Now, Reichheld has raised the bar yet again. In Winning on Purpose, he demonstrates that the primary purpose of a business should be to enrich the lives of its customers. Why? Because when customers feel this love, they come back for more and bring their friends—generating good profits. This is NPS 3.0 and it puts a new take on the age-old Golden Rule—treat customers the way you would want a loved one treated—at the heart of enduring business success. As the compelling examples in this book illustrate, companies with superior NPS consistently deliver higher returns to shareholders across a wide array of industries. But winning on purpose isn't easy. Reichheld also explains why many NPS practitioners achieve just a small fraction of the system's full potential, and he presents the newest thinking and best practices for doing NPS right. He unveils the Earned Growth Rate (EGR): the first reliable, complementary accounting measure that can truly leverage the power of NPS. With keen insight and moving personal stories, Reichheld advances the thinking and practice of NPS. Winning on Purpose is your indispensable guide for inspiring customer love within your own teams and using Net Promoter to achieve both personal and business success.
Publisher: Harvard Business Press
ISBN: 1647821797
Category : Business & Economics
Languages : en
Pages : 159
Book Description
Great leaders embrace a higher purpose to win. The Net Promoter System shines as their guiding star. Few management ideas have spread so far and wide as the Net Promoter System (NPS). Since its conception almost two decades ago by customer loyalty guru Fred Reichheld, thousands of companies around the world have adopted it—from industrial titans such as Mercedes-Benz and Cummins to tech giants like Apple and Amazon to digital innovators such as Warby Parker and Peloton. Now, Reichheld has raised the bar yet again. In Winning on Purpose, he demonstrates that the primary purpose of a business should be to enrich the lives of its customers. Why? Because when customers feel this love, they come back for more and bring their friends—generating good profits. This is NPS 3.0 and it puts a new take on the age-old Golden Rule—treat customers the way you would want a loved one treated—at the heart of enduring business success. As the compelling examples in this book illustrate, companies with superior NPS consistently deliver higher returns to shareholders across a wide array of industries. But winning on purpose isn't easy. Reichheld also explains why many NPS practitioners achieve just a small fraction of the system's full potential, and he presents the newest thinking and best practices for doing NPS right. He unveils the Earned Growth Rate (EGR): the first reliable, complementary accounting measure that can truly leverage the power of NPS. With keen insight and moving personal stories, Reichheld advances the thinking and practice of NPS. Winning on Purpose is your indispensable guide for inspiring customer love within your own teams and using Net Promoter to achieve both personal and business success.
Playing to Win
Author: Alan G. Lafley
Publisher: Harvard Business Press
ISBN: 142218739X
Category : Business & Economics
Languages : en
Pages : 274
Book Description
Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Publisher: Harvard Business Press
ISBN: 142218739X
Category : Business & Economics
Languages : en
Pages : 274
Book Description
Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Blueprints for a SaaS Sales Organization
Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986269797
Category :
Languages : en
Pages : 140
Book Description
An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.
Publisher:
ISBN: 9781986269797
Category :
Languages : en
Pages : 140
Book Description
An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.
The SaaS Sales Method for Account Executives:
Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781986270922
Category :
Languages : en
Pages : 146
Book Description
Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive. With advice for both individual salespeople as well as for sales team leaders, The SaaS Sales Method for Account Executives: How to Win Customers builds on The SaaS Sales Method by focusing on the fundamental sales skills needed to help customers commit, as opposed to just closing them.
Publisher:
ISBN: 9781986270922
Category :
Languages : en
Pages : 146
Book Description
Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive. With advice for both individual salespeople as well as for sales team leaders, The SaaS Sales Method for Account Executives: How to Win Customers builds on The SaaS Sales Method by focusing on the fundamental sales skills needed to help customers commit, as opposed to just closing them.
Winning by Design Sales Notebook
Author: Winning By Winning By Design
Publisher:
ISBN: 9781987730647
Category :
Languages : en
Pages : 100
Book Description
This notebook is must-have tool for SaaS sales professionals. It includes a copy of several key Blueprints from The SaaS Sales Method. Its pages are pre-formatted so you can prepare yourself before having a customer meeting and take the most relevant notes possible during a customer meeting.
Publisher:
ISBN: 9781987730647
Category :
Languages : en
Pages : 100
Book Description
This notebook is must-have tool for SaaS sales professionals. It includes a copy of several key Blueprints from The SaaS Sales Method. Its pages are pre-formatted so you can prepare yourself before having a customer meeting and take the most relevant notes possible during a customer meeting.
How to Get to $10M in ARR and Beyond
Author: Jacco Van Der Kooij
Publisher:
ISBN: 9781798143292
Category :
Languages : en
Pages : 160
Book Description
Generating revenue in a recurring revenue business is a unique problem to solve. The recurring revenue model poses the same questions for the CEO as well as for those in Sales, Marketing, and Customer Success: How do I grow the business? How do I get my team to perform? Should I hire more people? Why are my customers churning? Should I run more campaigns?This book will give you the answers to these questions and many more. It is written for anyone who works with customers, and is based on a scientific understanding of how revenue generation works in a recurring revenue business. With the knowledge in this book, you will be able to have a strategic conversation in the boardroom, discuss a new lead generating initiative with your marketing team, or coach a customer success manager on how to upsell a customer.
Publisher:
ISBN: 9781798143292
Category :
Languages : en
Pages : 160
Book Description
Generating revenue in a recurring revenue business is a unique problem to solve. The recurring revenue model poses the same questions for the CEO as well as for those in Sales, Marketing, and Customer Success: How do I grow the business? How do I get my team to perform? Should I hire more people? Why are my customers churning? Should I run more campaigns?This book will give you the answers to these questions and many more. It is written for anyone who works with customers, and is based on a scientific understanding of how revenue generation works in a recurring revenue business. With the knowledge in this book, you will be able to have a strategic conversation in the boardroom, discuss a new lead generating initiative with your marketing team, or coach a customer success manager on how to upsell a customer.