Fast Forward: accelerating B2B sales for startups
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Berlin
Matthias Hilpert
2021
|
| Edition: | First edition |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | xv, 378 Seiten Illustrationen |
| ISBN: | 9783982298108 3982298105 |
Staff View
MARC
| LEADER | 00000nam a22000008c 4500 | ||
|---|---|---|---|
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| 003 | DE-604 | ||
| 005 | 20240125 | ||
| 007 | t | ||
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| 020 | |a 3982298105 |9 3-9822981-0-5 | ||
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| 100 | 1 | |a Giese, Martin |e Verfasser |0 (DE-588)1207945293 |4 aut | |
| 245 | 1 | 0 | |a Fast Forward |b accelerating B2B sales for startups |c Martin Giese, Matthias Hilpert |
| 250 | |a First edition | ||
| 264 | 1 | |a Berlin |b Matthias Hilpert |c 2021 | |
| 300 | |a xv, 378 Seiten |b Illustrationen | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 0 | 7 | |a Vertrieb |0 (DE-588)4127117-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Unternehmensgründung |0 (DE-588)4078599-3 |2 gnd |9 rswk-swf |
| 653 | |a Vertriebsprozess | ||
| 653 | |a Startup | ||
| 653 | |a B2B Sales | ||
| 653 | |a Founder | ||
| 653 | |a Vertriebsaufbau | ||
| 653 | |a Enterprise Sales | ||
| 653 | |a Business-to-Business | ||
| 653 | |a Gründerin | ||
| 653 | |a Vertriebsorganisation | ||
| 653 | |a B2B | ||
| 653 | |a Verhandlungen | ||
| 653 | |a Sales | ||
| 653 | |a Vertrieb | ||
| 653 | |a Gründer | ||
| 653 | |a Unternehmensgründung | ||
| 689 | 0 | 0 | |a Unternehmensgründung |0 (DE-588)4078599-3 |D s |
| 689 | 0 | 1 | |a Vertrieb |0 (DE-588)4127117-8 |D s |
| 689 | 0 | 2 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Hilpert, Matthias |e Verfasser |0 (DE-588)1241693307 |4 aut | |
| 776 | 0 | 8 | |i Erscheint auch als |n Online-Ausgabe |z 978-3-9822981-1-5 |
| 856 | 4 | 2 | |m DNB Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=032760754&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-032760754 | ||
Record in the Search Index
| _version_ | 1804182588043034624 |
|---|---|
| adam_text | TABLE
OF
CONTENTS
ABOUT
THE
AUTHORS
AND
CONTRIBUTORS
................................................
XI
FOREWORD.................................................................................................
1
BY
BASTIAN
NOMINACHER,
CO-FOUNDER
AND
CO-CEO
OFCELONIS
1
-
INTRODUCTION
.....................................................................................
5
WHY
WE
WROTE
THIS
BOOK
THE
10
MOST
FREQUENT
MISTAKES
FOUNDERS
MAKE
IN
B2B
SALES
..........
6
WHY
YOU
NEED
A
DIFFERENT
APPROACH
TO
SELL
TO
COMPANIES
...........
10
WHY
B2B
SALES
IS
FOUNDERS
BUSINESS
.............................................
13
WHY
YOU
CAN
DO
SALES
REGARDLESS
OF
YOUR
BACKGROUND
.................
15
2
-
COMPANY
BUILDING
PHASES
...........................................................19
THE
ROADMAP
FOR
YOUR
STARTUPS
SALES
JOURNEY
THE
EXPLORE
&
LEARN
PHASE
...........................................................20
THE
STANDARDIZE
&
OPTIMIZE
PHASE
..............................................
27
3
-
MARKET
SEGMENTATION
..................................................................
33
HOW
TO
FIND
YOUR
PERFECT
TARGET COMPANY
HOW
TO
ACHIEVE
PRODUCT/MARKET
FIT
..............................................
33
DO
S
AND
DON
TS
IN
MARKET
SEGMENTATION
......................................
35
HOW
TO
DEFINE
YOUR
IDEAL
MARKET
SEGMENT
...................................
42
VI
I
4
-
DECISION-MAKING
UNIT
..................................................................
59
HOW
TO
FIND
YOUR
CUSTOMER
WITHIN
YOUR
TARGET
COMPANIES
HOW
TO
FIND
THE
DECISION-MAKING
UNIT
..........................................
59
ADDITIONAL
ROLES...
...........................................................................69
CASE:
HOW
LEANIX
DEALT
WITH
THE
DECISION-MAKING
UNITS
OF
ELEPHANTS
...........................................................................
71
5
-
PAIN
.................................................................................................
75
HOW
TO
USE
PAIN
TO
CONNECT
WITH
YOUR
CUSTOMER
WHAT
IS
PAIN?
.................................................................................
75
HOW
TO
IDENTIFY
A
SUFFICIENTLY
LARGE
PAIN
......................................78
HOW
TO
ESTABLISH
A
CLEAR
LINK
BETWEEN
YOUR
SOLUTION
AND
THE
PAIN
RELIEVED
......................................................................
84
HOW
TO
PROVE
SUPERIORITY
OVER
YOUR
COMPETITION
........................
91
6
-
REVENUE
MODEL
AND
PRICING
........................................................
93
HOW
TO
EARN
MONEY
FROM
YOUR
CUSTOMERS
HOW
TO
CHOOSE
YOUR
REVENUE
MODEL
...........................................
94
HOW
TO
CHOOSE
YOUR
PRICING
STRATEGY
.........................................
108
7
-
CONTRACT
AND
TERMS
&
CONDITIONS
...........................................
123
HOW
TO
GET
THINGS
IN
WRITING
CONTRACT
........................................................................................
123
TERMS
&
CONDITIONS
(T&CS)
......................................................
127
STRATEGIC
ADVICE
.............................................................................
130
8
-
SALES
PROCESS
................................................................................
139
HOW
TO
GET
FROM
FIRST
CONTACT
TO
A
DONE
DEAL
WHY
YOU
NEED
A
SALES
PROCESS
......................................................
139
HOW
TO
STRUCTURE
YOUR
SALES
PROCESS
............................................
140
HOW
TO
MANAGE
YOUR
RESOURCES
....................................................
170
VI
I
I
9
-
SALES
CONVERSATIONS
.....................................................................
177
HOW
TO
SPEAK
WITH
YOUR
PROSPECTIVE
CUSTOMERS
HOW
TO
STRUCTURE
YOUR
SALES
CONVERSATIONS
.................................
178
WHAT
TO
TALK
ABOUT
WITH
YOUR
CUSTOMER
......................................
183
TEACHING
YOUR
TEAM
HOW
TO
SPEAK
WITH
CUSTOMERS
....................
200
10
-
NEGOTIATIONS
..............................................................................
203
HOW
TO
GET
THE
BEST
DEAL
POSSIBLE
BARGAINING
STYLES
AND
THE
NEGOTIATOR
S
DILEMMA
.......................
205
HOW
TO
APPLY
BARGAINING
METHODS
..............................................
209
HOW
TO
OPTIMIZE
YOUR
NEGOTIATION
OUTCOMES
.............................
217
NEGOTIATION
ACROSS
YOUR
SALES
PROCESS
.........................................
224
11
-
PIPELINE MANAGEMENT
..............................................................
227
HOW
TO
KEEP
YOUR
SALES
FLOW
GOING
WHAT
YOUR
SALES
PIPELINE
TELLS
YOU
...............................................
228
CONVERSION
RATES
...........................................................................
230
SHAPE
AND
LENGTH
OF
YOUR
PIPELINE
..............................................T57
HOW
TO
MANAGE
THE
PIPELINE
.......................................................
240
12
-
OPERATIONAL
SALES
REPORTING
...................................................
247
HOW
TO
USE
DATA
TO
GET
BETTER
AND
MANAGE
YOUR
TEAM
METRICS
TO
EVALUATE
AND
IMPROVE
YOUR
SALES
PROCESS
...................
249
METRICS
TO
MANAGE
YOUR
SALES
TEAM
..............................................255
TOOLS:
CRM
AND
DASHBOARDS
......................................................
259
13
-
STRATEGIC
SALES
ANALYTICS
...........................................................
265
HOW
TO
DIAGNOSE
YOUR
BUSINESS
S
HEALTH
UNDERSTANDING
BUSINESS
HEALTH
...................................................
266
HOW
TO
CALCULATE
YOUR
BUSINESS
HEALTH
METRICS
..........................
271
HOW
TO
UNCOVER
THE
STORIES
BEHIND
YOUR
METRICS
.......................
276
IX
14
-
SALES
ORGANIZATION
....................................................................
279
HOW
TO
GROW
YOUR
SALES
TEAM
STEP
BY
STEP
HOW
TO
BUILD
UP
YOUR
SALES
ORGANIZATION
...................................
279
HOW
TO
MANAGE
YOUR
SALES
TEAM
.................................................
296
HOW
TO
HIRE
AND
FIRE
...................................................................
299
15
-
REMUNERATION
...........................................................................
313
HOW
TO
MOTIVATE
YOUR
SALES
TEAM
HOW
TO
SET
THE
BASIC
PARAMETERS
OF
YOUR
REMUNERATION
SYSTEM
...........................................................................................
314
HOW
TO
IMPLEMENT
YOUR
REMUNERATION
SYSTEM
.........................
321
16
-
CUSTOMER
SUCCESS
......................................................................
331
HOW
TO
GROW
YOUR
BUSINESS
WITH
HAPPY
CUSTOMERS
HOW
TO
AVOID
CHURN
.....................................................................
333
HOW
TO
EXPAND
YOUR
BUSINESS
THROUGH
REFERENCES
.....................
342
HOW
TO
EXPAND
CONTRACTS
AND
UPSELL
...........................................
344
HOW
TO
INCREASE
YOUR
PRICE
..........................................................
347
17
-
CONCLUSION
............................
353
ACKNOWLEDGEMENTS
...........................................................................
355
APPENDIX
............................................................................................
357
SALES
SYSTEMS
IN
CONTRAST:
DEER
VS.
ELEPHANTS
..............................
357
LIST
OF
CONTRIBUTORS
COMPANIES
...................................................
361
LIST
OF
ABBREVIATIONS
....................................................................
372
FURTHER
RESOURCES
.............................................................................
375
BOOKS
............................................................................................
375
PRESENTATIONS
&
VIDEOS
...............................................................
377
BLOGS
.............................................................................................
378
X
|
| adam_txt |
TABLE
OF
CONTENTS
ABOUT
THE
AUTHORS
AND
CONTRIBUTORS
.
XI
FOREWORD.
1
BY
BASTIAN
NOMINACHER,
CO-FOUNDER
AND
CO-CEO
OFCELONIS
1
-
INTRODUCTION
.
5
WHY
WE
WROTE
THIS
BOOK
THE
10
MOST
FREQUENT
MISTAKES
FOUNDERS
MAKE
IN
B2B
SALES
.
6
WHY
YOU
NEED
A
DIFFERENT
APPROACH
TO
SELL
TO
COMPANIES
.
10
WHY
B2B
SALES
IS
FOUNDERS
'
BUSINESS
.
13
WHY
YOU
CAN
DO
SALES
REGARDLESS
OF
YOUR
BACKGROUND
.
15
2
-
COMPANY
BUILDING
PHASES
.19
THE
ROADMAP
FOR
YOUR
STARTUPS
SALES
JOURNEY
THE
EXPLORE
&
LEARN
PHASE
.20
THE
STANDARDIZE
&
OPTIMIZE
PHASE
.
27
3
-
MARKET
SEGMENTATION
.
33
HOW
TO
FIND
YOUR
PERFECT
TARGET COMPANY
HOW
TO
ACHIEVE
PRODUCT/MARKET
FIT
.
33
DO
'
S
AND
DON
'
TS
IN
MARKET
SEGMENTATION
.
35
HOW
TO
DEFINE
YOUR
IDEAL
MARKET
SEGMENT
.
42
VI
I
4
-
DECISION-MAKING
UNIT
.
59
HOW
TO
FIND
YOUR
CUSTOMER
WITHIN
YOUR
TARGET
COMPANIES
HOW
TO
FIND
THE
DECISION-MAKING
UNIT
.
59
ADDITIONAL
ROLES.
.69
CASE:
HOW
LEANIX
DEALT
WITH
THE
DECISION-MAKING
UNITS
OF
ELEPHANTS
.
71
5
-
PAIN
.
75
HOW
TO
USE
PAIN
TO
CONNECT
WITH
YOUR
CUSTOMER
WHAT
IS
PAIN?
.
75
HOW
TO
IDENTIFY
A
SUFFICIENTLY
LARGE
PAIN
.78
HOW
TO
ESTABLISH
A
CLEAR
LINK
BETWEEN
YOUR
SOLUTION
AND
THE
PAIN
RELIEVED
.
84
HOW
TO
PROVE
SUPERIORITY
OVER
YOUR
COMPETITION
.
91
6
-
REVENUE
MODEL
AND
PRICING
.
93
HOW
TO
EARN
MONEY
FROM
YOUR
CUSTOMERS
HOW
TO
CHOOSE
YOUR
REVENUE
MODEL
.
94
HOW
TO
CHOOSE
YOUR
PRICING
STRATEGY
.
108
7
-
CONTRACT
AND
TERMS
&
CONDITIONS
.
123
HOW
TO
GET
THINGS
IN
WRITING
CONTRACT
.
123
TERMS
&
CONDITIONS
(T&CS)
.
127
STRATEGIC
ADVICE
.
130
8
-
SALES
PROCESS
.
139
HOW
TO
GET
FROM
FIRST
CONTACT
TO
A
DONE
DEAL
WHY
YOU
NEED
A
SALES
PROCESS
.
139
HOW
TO
STRUCTURE
YOUR
SALES
PROCESS
.
140
HOW
TO
MANAGE
YOUR
RESOURCES
.
170
VI
I
I
9
-
SALES
CONVERSATIONS
.
177
HOW
TO
SPEAK
WITH
YOUR
PROSPECTIVE
CUSTOMERS
HOW
TO
STRUCTURE
YOUR
SALES
CONVERSATIONS
.
178
WHAT
TO
TALK
ABOUT
WITH
YOUR
CUSTOMER
.
183
TEACHING
YOUR
TEAM
HOW
TO
SPEAK
WITH
CUSTOMERS
.
200
10
-
NEGOTIATIONS
.
203
HOW
TO
GET
THE
BEST
DEAL
POSSIBLE
BARGAINING
STYLES
AND
THE
NEGOTIATOR
'
S
DILEMMA
.
205
HOW
TO
APPLY
BARGAINING
METHODS
.
209
HOW
TO
OPTIMIZE
YOUR
NEGOTIATION
OUTCOMES
.
217
NEGOTIATION
ACROSS
YOUR
SALES
PROCESS
.
224
11
-
PIPELINE MANAGEMENT
.
227
HOW
TO
KEEP
YOUR
SALES
FLOW
GOING
WHAT
YOUR
SALES
PIPELINE
TELLS
YOU
.
228
CONVERSION
RATES
.
230
SHAPE
AND
LENGTH
OF
YOUR
PIPELINE
.T57
HOW
TO
MANAGE
THE
PIPELINE
.
240
12
-
OPERATIONAL
SALES
REPORTING
.
247
HOW
TO
USE
DATA
TO
GET
BETTER
AND
MANAGE
YOUR
TEAM
METRICS
TO
EVALUATE
AND
IMPROVE
YOUR
SALES
PROCESS
.
249
METRICS
TO
MANAGE
YOUR
SALES
TEAM
.255
TOOLS:
CRM
AND
DASHBOARDS
.
259
13
-
STRATEGIC
SALES
ANALYTICS
.
265
HOW
TO
DIAGNOSE
YOUR
BUSINESS
'
S
HEALTH
UNDERSTANDING
BUSINESS
HEALTH
.
266
HOW
TO
CALCULATE
YOUR
BUSINESS
HEALTH
METRICS
.
271
HOW
TO
UNCOVER
THE
STORIES
BEHIND
YOUR
METRICS
.
276
IX
14
-
SALES
ORGANIZATION
.
279
HOW
TO
GROW
YOUR
SALES
TEAM
STEP
BY
STEP
HOW
TO
BUILD
UP
YOUR
SALES
ORGANIZATION
.
279
HOW
TO
MANAGE
YOUR
SALES
TEAM
.
296
HOW
TO
HIRE
AND
FIRE
.
299
15
-
REMUNERATION
.
313
HOW
TO
MOTIVATE
YOUR
SALES
TEAM
HOW
TO
SET
THE
BASIC
PARAMETERS
OF
YOUR
REMUNERATION
SYSTEM
.
314
HOW
TO
IMPLEMENT
YOUR
REMUNERATION
SYSTEM
.
321
16
-
CUSTOMER
SUCCESS
.
331
HOW
TO
GROW
YOUR
BUSINESS
WITH
HAPPY
CUSTOMERS
HOW
TO
AVOID
CHURN
.
333
HOW
TO
EXPAND
YOUR
BUSINESS
THROUGH
REFERENCES
.
342
HOW
TO
EXPAND
CONTRACTS
AND
UPSELL
.
344
HOW
TO
INCREASE
YOUR
PRICE
.
347
17
-
CONCLUSION
.
353
ACKNOWLEDGEMENTS
.
355
APPENDIX
.
357
SALES
SYSTEMS
IN
CONTRAST:
DEER
VS.
ELEPHANTS
.
357
LIST
OF
CONTRIBUTORS
COMPANIES
.
361
LIST
OF
ABBREVIATIONS
.
372
FURTHER
RESOURCES
.
375
BOOKS
.
375
PRESENTATIONS
&
VIDEOS
.
377
BLOGS
.
378
X |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Giese, Martin Hilpert, Matthias |
| author_GND | (DE-588)1207945293 (DE-588)1241693307 |
| author_facet | Giese, Martin Hilpert, Matthias |
| author_role | aut aut |
| author_sort | Giese, Martin |
| author_variant | m g mg m h mh |
| building | Verbundindex |
| bvnumber | BV047358695 |
| classification_rvk | QP 230 |
| ctrlnum | (OCoLC)1268185694 (DE-599)DNB1228360677 |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | First edition |
| format | Book |
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| id | DE-604.BV047358695 |
| illustrated | Illustrated |
| index_date | 2024-07-03T17:40:27Z |
| indexdate | 2024-07-10T09:09:56Z |
| institution | BVB |
| isbn | 9783982298108 3982298105 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-032760754 |
| oclc_num | 1268185694 |
| open_access_boolean | |
| owner | DE-739 DE-573 DE-19 DE-BY-UBM |
| owner_facet | DE-739 DE-573 DE-19 DE-BY-UBM |
| physical | xv, 378 Seiten Illustrationen |
| publishDate | 2021 |
| publishDateSearch | 2021 |
| publishDateSort | 2021 |
| publisher | Matthias Hilpert |
| record_format | marc |
| spelling | Giese, Martin Verfasser (DE-588)1207945293 aut Fast Forward accelerating B2B sales for startups Martin Giese, Matthias Hilpert First edition Berlin Matthias Hilpert 2021 xv, 378 Seiten Illustrationen txt rdacontent n rdamedia nc rdacarrier Vertrieb (DE-588)4127117-8 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Unternehmensgründung (DE-588)4078599-3 gnd rswk-swf Vertriebsprozess Startup B2B Sales Founder Vertriebsaufbau Enterprise Sales Business-to-Business Gründerin Vertriebsorganisation B2B Verhandlungen Sales Vertrieb Gründer Unternehmensgründung Unternehmensgründung (DE-588)4078599-3 s Vertrieb (DE-588)4127117-8 s Business-to-Business-Marketing (DE-588)4631075-7 s DE-604 Hilpert, Matthias Verfasser (DE-588)1241693307 aut Erscheint auch als Online-Ausgabe 978-3-9822981-1-5 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=032760754&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Giese, Martin Hilpert, Matthias Fast Forward accelerating B2B sales for startups Vertrieb (DE-588)4127117-8 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Unternehmensgründung (DE-588)4078599-3 gnd |
| subject_GND | (DE-588)4127117-8 (DE-588)4631075-7 (DE-588)4078599-3 |
| title | Fast Forward accelerating B2B sales for startups |
| title_auth | Fast Forward accelerating B2B sales for startups |
| title_exact_search | Fast Forward accelerating B2B sales for startups |
| title_exact_search_txtP | Fast Forward accelerating B2B sales for startups |
| title_full | Fast Forward accelerating B2B sales for startups Martin Giese, Matthias Hilpert |
| title_fullStr | Fast Forward accelerating B2B sales for startups Martin Giese, Matthias Hilpert |
| title_full_unstemmed | Fast Forward accelerating B2B sales for startups Martin Giese, Matthias Hilpert |
| title_short | Fast Forward |
| title_sort | fast forward accelerating b2b sales for startups |
| title_sub | accelerating B2B sales for startups |
| topic | Vertrieb (DE-588)4127117-8 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Unternehmensgründung (DE-588)4078599-3 gnd |
| topic_facet | Vertrieb Business-to-Business-Marketing Unternehmensgründung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=032760754&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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