The Zero to 100 Million Sales Blueprint

1. BEGIN WITH THE END IN MIND

Stephen R. Covey reminded us of a saying often (wrongly) attributed to Abraham Lincoln: “Give me six hours to chop down a tree and I spend the first four sharpening the ax.”

2. I GOT 99 PROBLEMS BUT SALES AIN’T ONE

I’ll give you the missing ingredient that nine out of ten entrepreneurs fail to consider and that is: How the heck am I going to get my customers?

3. FAILING TO PREPARE IS PREPARING TO FAIL

I’ll make sure you’re not entering a gunfight with a knife by enabling you to understand who your actual customers are and where to find them. So you can send the right message to the right people at the right time.

4. ONE-TO-ONE VERSUS ONE-TO-MANY (OR BOTH?)

I’ll share with you a comprehensive understanding of the typical sales models you can pursue. Then I’ll outline the pros and cons of each so you can decide which strategy is best suited for your organization.

5. DELEGATE YOUR WEAKNESSES, DOUBLE DOWN ON YOUR STRENGTHS

An intensive chapter in which I’ll empower you for success by revealing your blind spot(s) and allowing you to profitably focus on your passion.

6. IN GOD WE TRUST; EVERYONE ELSE BRINGS DATA

I’ll make sure you’ve got your eyes on the prize at all times and leave the emotions and opinions out of the equation for what really matters—measuring results.

7. GREAT SALESPEOPLE ARE MADE, NOT BORN

Will empower you to build a highly successful sales team despite limited resources and funds. It centers on the notion that you shouldn’t try to find the golden goose— that “one in a million” born salesperson—but rather create a system to continually produce sales superstars.

8. SUCCESS LEAVES CLUES

I’ll give you the ingredients needed to take your company from launch to a highly scalable stage by identifying patterns that work and amplifying them, while eradicating less effective methods.

9. THE RIGHT MESSAGE, TO THE RIGHT PEOPLE, AT THE RIGHT TIME

An invaluable playbook on how to cut through today’s noise and get your message across to your prospective new clients. And from a new client acquisition standpoint, it makes sure you spend your limited and highly valuable time catching the right people.

10. PERCEIVED VALUE AND INFLUENCING DEAL SUCCESS RATES

Will ensure that you’re putting in an equal effort to your sales and marketing value proposition so that it aligns with the actual quality of your product or solution.

11. THE LOW-HANGING FRUIT

Will show you how to get more bang for your buck and solidify long-term relationships with your customers by extracting the full potential and mutual value of your relationship.

12. WITH ORGANIZATION COMES EMPOWERMENT

The do-or-die element in order to take your company from a small business to become a significant player in your category by creating the right systems—the only way you can scale your team and organization.

13. THE SIGNIFICANCE OF TECHNOLOGY FOR SCALE

Will unveil how today’s fastest growing companies supercharge their growth by leveraging a suite of sales enablement technologies and growth acceleration tools.

14. OUTSOURCE AND DELEGATE BUT NEVER THE HEAVY LIFTING

A set of tools, best practices, and recommendations on how to leverage the globally outsourced world we live in.

CONCLUSION: GET RID OF YOUR BLIND SPOTS; TAKE ACTION NOW

Unless you can tick all the main checkboxes from Chapters 1 to 14, you’ll know your homework. Go find the right partner resources or employees to get everything you need done.