MARC details
000 -LEADER |
fixed length control field |
05436nam a22003498a 4500 |
FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
fixed length control field |
160210s2016 nju 001 0 eng |
LIBRARY OF CONGRESS CONTROL NUMBER |
LC control number |
2015040945 |
INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
9781119166719 |
CATALOGING SOURCE |
Original cataloging agency |
DLC |
Language of cataloging |
eng |
Transcribing agency |
DLC |
AUTHENTICATION CODE |
Authentication code |
pcc |
LIBRARY OF CONGRESS CALL NUMBER |
Classification number |
HF5438.4 |
Item number |
.R67 2016 |
DEWEY DECIMAL CLASSIFICATION NUMBER |
Classification number |
658.8/1 |
Edition information |
23 |
OTHER CLASSIFICATION NUMBER |
Classification number |
BUS058000 |
Number source |
bisacsh |
SYSTEM CONTROL NUMBER |
System control number |
(IMchF)fol16838001 |
DATE AND TIME OF LATEST TRANSACTION |
control field |
20170126101135.0 |
CONTROL NUMBER |
control field |
64302 |
CONTROL NUMBER IDENTIFIER |
control field |
UOWD |
MAIN ENTRY--PERSONAL NAME |
Personal name |
Ross, Aaron, |
Dates associated with a name |
1971- |
TITLE STATEMENT |
Title |
From impossible to inevitable : |
Remainder of title |
how hyper-growth companies create predictable revenue |
Statement of responsibility, etc. |
Aaron Ross and Jason Lemkin |
PROJECTED PUBLICATION DATE |
Projected publication date |
1602 |
PUBLICATION, DISTRIBUTION, ETC. |
Place of publication, distribution, etc. |
Hoboken : |
Name of publisher, distributor, etc. |
Wiley, |
Date of publication, distribution, etc. |
c2016. |
PHYSICAL DESCRIPTION |
Extent |
xvii, 302 p. : |
Other physical details |
ill. ; |
Dimensions |
24 cm. |
GENERAL NOTE |
General note |
Includes index. |
FORMATTED CONTENTS NOTE |
Formatted contents note |
Machine generated contents note: Preface: Systematizing Success Lessons from the world's fastest growing companies PART 1: NAIL A NICHE Chapter 1: "NICHE" DOESN'T MEAN SMALL ARE YOU SURE YOU'RE READY TO GROW FASTER? HOW TO KNOW IF YOU'VE NAILED A NICHE ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME THE ARC OF ATTENTION Chapter 2: SIGNS OF SLOGGING ARE YOU A NICE-TO-HAVE? BIG COMPANIES SUFFER TOO WHERE AARON WENT WRONG YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS Chapter 3: HOW TO NAIL IT WHERE CAN YOU BE A BIG FISH IN A SMALL POND? WORK THROUGH THE NICHE MATRIX HOW AVANOO NAILED IT JASON'S 20-INTERVIEW RULE Chapter 4: YOUR PITCH IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN? ELEVATOR PITCHES ARE ALWAYS FRUSTRATING THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS PART TWO: CREATE PREDICTABLE PIPELINE INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS Chapter 5: SEEDS - CUSTOMER SUCCESS HOW TO GROW SEEDS PREDICTABLY CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1% CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON Chapter 6: NETS - INBOUND MARKETING THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT" CORPORATE MARKETING VS. DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? SPECIALIZATION: TWO COMMON OBJECTIONS SPECIALIZATION SNAPSHOT AT ACQUIA CHAPTER 11: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO CHAPTER 12: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME CHAPTER 13: SCALING THE SALES TEAM IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO TRUTH = MONEY PIPELINE DEFICIT DISORDER ARE YOUR ENTERPRISE DEALS TAKING FOREVER? FIVE KEY SALES METRICS (WITH A TWIST) Chapter 14: FOR STARTUPS ONLY EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE? WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE PART 4: DOUBLE YOUR DEALSIZE Painful Truth: It's hard to build a big business out of small deals. Chapter 15: DEALSIZE MATH WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH CHAPTER 16: NOT TOO BIG, NOT TOO SMALL When you can't turn small deals into big ones IF YOU HAVE CUSTOMERS OF ALL SIZES Chapter 17: GOING UPMARKET IF YOU DON'T WANT SALESPEOPLE ADD ANOTHER TOP PRICING TIER PRICING IS ALWAYS A PAIN GOING FORTUNE 1000: BY MARK CRANNEY PART 5: Do The Time Chapter 18: EMBRACE FRUSTRATION ARE YOU SURE YOU'RE. |
SUMMARY, ETC. |
Summary, etc. |
This book is a set of five 'big ideas' that have tripled companies' growth rates. Zenefits is a Silicon Valley company that is on track to grow from $1 million to $120 million in revenue in two years - the fastest growing software company ever. Whether you want to add a million or a hundred million in extra revenue, ANYONE can learn a lot from Zenefits and the other fast growing Silicon Valley companies like them who follow the same template to success. |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Sales management |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Strategic planning |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Success in business |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
BUSINESS & ECONOMICS / Sales & Selling |
Source of heading or term |
bisacsh |
ADDED ENTRY--PERSONAL NAME |
Personal name |
Lemkin, Jason, |
Dates associated with a name |
1969- |
ADDED ENTRY ELEMENTS (KOHA) |
Koha item type |
REGULAR |