Built to Grow - A Blueprint for High-Performance Sales Teams

Based on 20 years of sales experience, Built to Grow is the go-to-market field guide for startup founders.

Startup founders often lament that there’s no playbook for building and scaling a sales function. All too often, it’s an experimental, improvisational process, in which any wrong move can lead to wasted time and capital. But in her 20 years building and scaling go-to-market teams, Stephanie Friedman has identified a set of steps that any B2B founder can take to build a successful sales organization. 

This book is that playbook—a structured and repeatable methodology for building a high-performing sales function from a company's earliest days.

In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organization, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine. The book is divided into three phases of startup growth and offers actionable insights and tactics drawn from Friedman’s two decades of experience working with successful startups, both as an operator and as a board director and adviser to founders and CEOs.

Even if your company is tiny, you need to be preparing for a time when it won’t be. Experiment, Build, Scale is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from zero to 100 salespeople. The principles put forward in Built to Grow allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product—and, ultimately, building a generational company—from day one.

Sommario

Introduction

I. Experiment

Experiment: Playbook

Experiment: Hiring

Experiment: Revenue

Experiment: Customers

Experiment: Compensation

Experiment: Culture

Experiment: Collaboration

II. Build

Build: Playbook

Build: Hiring

Build: Revenue

Build: Customers

Build: Compensation

Build: Culture

Build: Collaboration

III. Scale

Scale: Playbook

Scale: Hiring

Scale: Revenue

Scale: Customers

Scale: Compensation

Scale: Culture

Scale: Collaboration

Epilogue

Endnotes

Glossary

Acknowledgments

Index

About the Author

Info autore

Stephanie Friedman is an investor, advisor, and startup executive with 20 years of go-to-market operations experience, with a focus on enterprise software. Previously, Friedman helped build three successful startups as an operator and revenue leader, and after one acquisition stayed on for two years to manage operations for a $380 million business as part of a public company. She joined her last startup, Xamarin, in 2012 as their first non-engineering hire and built the customer-facing organization from zero to 100 sales and customer success people and $0 to almost $50 million in run rate sales in less than four years. Xamarin was acquired by Microsoft in 2016. Friedman has lived and worked in six countries (Germany, France, Italy, Spain, Paraguay, and the US), is fluent in five languages, and has an MBA in international business. She lives in California.

Riassunto

Based on 20 years of sales experience, Built to Grow is the go-to-market field guide for startup founders.

Startup founders often lament that there’s no playbook for building and scaling a sales function. All too often, it’s an experimental, improvisational process, in which any wrong move can lead to wasted time and capital. But in her 20 years building and scaling go-to-market teams, Stephanie Friedman has identified a set of steps that any B2B founder can take to build a successful sales organization. 

This book is that playbook—a structured and repeatable methodology for building a high-performing sales function from a company's earliest days.

In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organization, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine. The book is divided into three phases of startup growth and offers actionable insights and tactics drawn from Friedman’s two decades of experience working with successful startups, both as an operator and as a board director and adviser to founders and CEOs.

Even if your company is tiny, you need to be preparing for a time when it won’t be. Experiment, Build, Scale is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from zero to 100 salespeople. The principles put forward in Built to Grow allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product—and, ultimately, building a generational company—from day one.

Prefazione

Marketing

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  First print run 10,000
  
  
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  Targeted print and digital galley mailing to influential founders, CEOs, VCs, executives, and senior leaders at technology companies and high-growth startups, including those within Stephanie Friedman’s and Stripe’s extensive networks
  
  
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  Print and digital galley mailing and outreach campaign targeting coverage, interviews, and excerpt placement in top business and tech media such as The Wall Street Journal, Financial Times, Masters of Scale, First Round Review, and A16z, including media outlets and journalists already in Stripe’s extensive network
  
  
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  Creation of promotional materials such as excerpt PDF and zines for pre-publication distribution in print and online, to influencers, and at speaking events
  
  
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  Paid and organic promotion on Stripe Press, Stripe, and Stripe employee social media channels
  
  
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  Promotion in the Stripe Press newsletter, with over 10,000 subscribers
  
  
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  Cross-promotion at internal and external Stripe events
  
  
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  Author events and interviews at tech and business-focused conferences, clubs, and summits
  
  
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  Book launch event in San Francisco
  
  

Dettagli sul prodotto

• Autori: Stephanie Friedman
• Editore: Ingram Publishers Services
• Lingue: Inglese
• Formato: Copertina rigida
• Pubblicazione: 04.06.2024, ritardato
• EAN: 9781953953223
• ISBN: 978-1-953953-22-3
• Pagine: 320
• Categorie: Scienze sociali, diritto, economia > Economia > Pubblicità, marketing; BUSINESS & ECONOMICS / Leadership, BUSINESS & ECONOMICS / Sales & Selling / General, BUSINESS & ECONOMICS / Organizational Development, Business & management, Management: leadership & motivation, Management & management techniques, Entrepreneurship / Start-ups