Verfügbarkeit: Fast Forward | Technische Universität München

Fast Forward: accelerating B2B sales for startups

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Bibliographische Detailangaben
Beteiligte Personen:	Giese, Martin (VerfasserIn), Hilpert, Matthias (VerfasserIn)
Format:	Buch
Sprache:	Englisch
Veröffentlicht:	Berlin Matthias Hilpert 2021
Ausgabe:	First edition
Schlagwörter:	Vertrieb Business-to-Business-Marketing Unternehmensgründung Vertriebsprozess Startup B2B Sales Founder Vertriebsaufbau Enterprise Sales Business-to-Business Gründerin Vertriebsorganisation B2B Verhandlungen Sales Gründer
Links:	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
Umfang:	xv, 378 Seiten Illustrationen
ISBN:	9783982298108 3982298105

Internformat

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Datensatz im Suchindex

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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
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author	Giese, Martin Hilpert, Matthias
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ctrlnum	(OCoLC)1268185694 (DE-599)DNB1228360677
discipline	Wirtschaftswissenschaften
edition	First edition
format	Book
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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_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
work_keys_str_mv	AT giesemartin fastforwardacceleratingb2bsalesforstartups AT hilpertmatthias fastforwardacceleratingb2bsalesforstartups

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