Run_frictionless: How to Free a Founder from a Sale Role PDF Download

Author: Anthony Coundouris
Publisher:
ISBN: 9781731597212
Category :
Languages : en
Pages : 192

View

Book Description
run frictionless helps founders scale out of a sales role, using a decision-making framework called the 4Qs.The mistake founders and high performing salespeople make is trying to scale up the business by replacing themselves with another human being. Simply, there isn't another human like you looking for a job. Those who are good at selling are busy doing their own startup, not working for you. Scale up a business and free the founder of sales role There are a few things you can try to free a founder from a sales role. One. Don't worry, keep growing. Two. Stop growing the business. Or three, hire a replacement. These are not effective! Over time they will fail you.run frictionless presents an alternative - an option nobody is talking about. Scaling the business with a sales system.A sales system spells out the formula required to make a customer, in a clearly understood sequence. It is similar to a sales funnel or sales process, only more comprehensive. It will tell you the precise number of interactions required to make a customer. If you serve small businesses, this could be 15 interactions. If you serve enterprise forms it could number 25 or more interactions. Predict sales. Distill a sale process to a handful of customer interactions you can teach the whole organization. Win a customer, and know why you won that customer. Get more leads. The book offers several pre-designed customer flows to improve sales you can use right away. Imagine how much business you're turning away, simply because you're not starting conversations with customers the way they want. Better decision-making. If you are going to free the founder, staff have to learn to think like the founder. Make everyone accountable with an easy-to-use framework called the 4Qs. Sell 24/7. Automation moves the customers through a sales system even when the salesforce or founder is not at their desk. Scaling up the startup with a sales system A sales system is key to scaling up a startup. If staff follow the formula, you can predict the odds of creating a customer. Imagine a sales system as a series of dials. Turn the dials and you make an improvement. It is not uncommon to improve sales by 25 percent just by turning a dial. You didn't re-engineer the business or substitute staff. Building lasting sales teams Another benefit of a sales system is it augments your workforce. The best people are working on the highest value tasks, and other tasks can be carried out by less experienced folk. The intellectual property of how a customer is made is in the sales system. Each salesperson needs only understand the part of the system where they contribute. Design your own sales system run frictionless will teach you how to design a sales system, using a framework called the 4Qs. It doesn't matter if you are a fintech startup or a traditional medical practice operating for five years. The 4Qs will take what you know intuitively and organize this knowledge into four powerful quadrants, making it easy to run frictionless.

Author: Bush Wes
Publisher:
ISBN: 9781777119317
Category : Business & Economics
Languages : en
Pages : 276

View

Book Description
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Author: Robert Rodin
Publisher: Simon and Schuster
ISBN: 0684871971
Category : Business & Economics
Languages : en
Pages : 255

View

Book Description
In a world where knowledge is king, the Web never sleeps, and competitive challenge increases exponentially, Robert Rodin shows you how to prepare for the three insatiable demands of today's customers: they want their product or service FREE, they want it PERFECT, and they want it NOW. No matter what business you're in, you have to find a way to respond -- or risk losing your customers to competitors who are discovering new ways to sell your product or service cheaper, better, and faster than you've ever imagined. As the dynamic CEO of electronics distributor Marshall Industries who trained with the worldfamous W. Edwards Deming, Rob Rodin engineered the astounding reinvention of his company, turning a conventionally successful $500 million business into a $2 billion competitive powerhouse, a high-speed, high-profit junction box wired to today's imperatives. Rodin isn't a consultant, pretending change is a matter of five steps and a pep talk. He's lived inside its gut-wrenching turmoil. Six years ago Rodin and his colleagues bet their company on a radical experiment, tearing a healthy business down to bedrock. They threw out all the old tools, taking 1,100 managers off MBOs and incentives and abolishing commissions for 600 salespeople. They threw out all the old technology, too, changing every operating system in a single tense night. Then they set out to reinvent themselves, finding new ways to help people and technology work together -- creating a dynamic pioneer for our new electronic era, a company twice named as the #1 business-to-business Web site in the world by Advertising Age magazine. Free, Perfect, and Now tells the dramatic story of that transformation from the inside. Detailing the hard lessons learned in competitive battle, it offers a compelling new perspective on the most pressing issue facing businesspeople today: how to prepare a customer-focused corporation for a future you can't predict. But Free, Perfect, and Now is a book of solutions, too, a guide to help every manager turn ideas into concrete results. Each chapter explains, step by step, how to design a different element of a company, from how to anticipate customers' shifting demands to how to make a Web site profitable. And each chapter ends with a Manager's Workbook, containing detailed advice managers can use to make their business more competitive today.

Author: Sean O'Shaughnessey
Publisher:
ISBN: 9780692111925
Category :
Languages : en
Pages : 298

View

Book Description
Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.

Author: Ramli John
Publisher: Productled Press
ISBN: 9781777717704
Category :
Languages : en
Pages : 312

View

Book Description
When you borrow a plate from grandma, does she ask you to pay a deposit? Of course not. Likewise, blocking your non-paying ("freemium") customers from the core experience of your product, is like chopping your own leg off while running a marathon. Yet, this is just one of the crucial mistakes that most SaaS companies make right off the bat. Think about it. Do YOU have... Stalled accounts taking up valuable space? Sub-par clients who only expect freebies and don't ever use the full features of your product? Low conversion from free accounts to paid? Then, you might have a shot-yourself-in-the-foot problem. In this book, you'll find the easy, 6-step formula you can apply to your operations today that can change absolutely everything. You'll be able to count your company among giants like Mixpanel, Ubisoft, and Outsystems when you: Captivate clients' attention from the get-go. Make it easier for clients to get good at using your software so they are more likely to use it. Create a fool-proof checklist to make your product go viral. Match services with behaviors, and get users addicted to your product. Win rave reviews by making clients feel like VIPs. Use this strategy at each level in your team to supercharge its effect. Rinse and repeat, and watch your business grow while you sleep. In short, you'll discover why putting your customer first is the ultimate secret to growing your company. And how you can achieve astronomical conversions and customer loyalty without even trying. Check out what others are saying:

Author: Christiane Lemieux
Publisher: HarperCollins
ISBN: 0062893688
Category : Business & Economics
Languages : en
Pages : 245

View

Book Description
Serial entrepreneur Christiane Lemieux describes the new rules of entrepreneurship and business, arguing that visionary startups leverage the concept of “frictionless” to beat their competitors. Based on interviews with dozens of startup founders, experts and scholars on entrepreneurship, Frictionless provides readers with a wide-ranging education in starting companies that thrive in the world of frictionless commerce—made possible by new technologies, a new mindset, and new demands from Millennial consumers. Working with bestselling author and journalist Duff McDonald, Lemieux also shares her own story—lessons learned, failures absorbed—at the helm of DwellStudio (which was acquired by Wayfair) and her latest venture, The Inside. Some founders profiled in the book are reducing friction in their own business models, others reduce friction through improved customer experiences, and still others are revolutionizing their operations to create frictionless organizations. Readers will glean lessons from the founders of well-known companies such as Instant Pot, Bonobos, Hims, and Halo Top—as well as upstarts Billie, Dame Products, and Convene. Frictionless outlines the groundwork necessary for getting a company up-and-running and explains how companies make and market products and services while meeting the demands of their customers and employees today. Frictionless is the essential handbook for creating tomorrow’s mind set and competitive advantage.

Author: Bill Gates
Publisher: Penguin Group
ISBN:
Category : Business & Economics
Languages : en
Pages : 356

View

Book Description
In this clear-eyed, candid, and ultimately reassuring

Author: Blake Masters
Publisher: Random House
ISBN: 075355030X
Category : Business & Economics
Languages : en
Pages : 198

View

Book Description
WHAT VALUABLE COMPANY IS NOBODY BUILDING? The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. If you are copying these guys, you aren’t learning from them. It’s easier to copy a model than to make something new: doing what we already know how to do takes the world from 1 to n, adding more of something familiar. Every new creation goes from 0 to 1. This book is about how to get there. ‘Peter Thiel has built multiple breakthrough companies, and Zero to One shows how.’ ELON MUSK, CEO of SpaceX and Tesla ‘This book delivers completely new and refreshing ideas on how to create value in the world.’ MARK ZUCKERBERG, CEO of Facebook ‘When a risk taker writes a book, read it. In the case of Peter Thiel, read it twice. Or, to be safe, three times. This is a classic.’ NASSIM NICHOLAS TALEB, author of The Black Swan

Author: Nicolaj Siggelkow
Publisher: Harvard Business Press
ISBN: 1633697010
Category : Business & Economics
Languages : en
Pages : 158

View

Book Description
Business Models for Transforming Customer Relationships What if there were a way to turn occasional, sporadic transactions with customers into long-term, continuous relationships--while simultaneously driving dramatic improvements in operational efficiency? What if you could break your existing trade-offs between superior customer experience and low cost? This is the promise of a connected strategy. New forms of connectivity--involving frequent, low-friction, customized interactions--mean that companies can now anticipate customer needs as they arise, or even before. Simultaneously, enabled by these technologies, companies can create new business models that deliver more value to customers. Connected strategies are win-win: Customers get a dramatically improved experience, while companies boost operational efficiency. In this book, strategy and operations experts Nicolaj Siggelkow and Christian Terwiesch reveal the emergence of connected strategies as a new source of competitive advantage. With in-depth examples from companies operating in industries such as healthcare, financial services, mobility, retail, entertainment, nonprofit, and education, Connected Strategy identifies the four pathways--respond-to-desire, curated offering, coach behavior, and automatic execution--for turning episodic interactions into continuous relationships. The authors show how each pathway creates a competitive advantage, then guide you through the critical decisions for creating and implementing your own connected strategies. Whether you're trying to revitalize strategy in an established company or disrupt an industry as a startup, this book will help you: Reshape your connections with your customers Find new ways to connect with existing suppliers while also activating new sources of capacity Create the right revenue model Make the best technology choices to support your strategy Integrating rich examples, how-to advice, and practical tools in the form of "workshop chapters" throughout, this book is the ultimate resource for creating competitive advantage through connected relationships with your customers and redefined connections in your industry.

Author: Jeanne Bliss
Publisher: Penguin
ISBN: 0735217815
Category : Business & Economics
Languages : en
Pages : 274

View

Book Description
Customer experience pioneer Jeanne Bliss shows why “Make Mom Proud” companies outperform their competition. Her 5-step guide to customer experience and culture transformation makes this achievement possible. Bliss urges companies to make business personal to earn ardent fans and admirers, by focusing on one deceptively simple question: "Would you do that to your mother?" “Make Mom Proud” companies give customers the treatment they desire, and employees the ability to deliver it. They turn “gotcha” moments into “we’ve got your back” moments by rethinking business practices, and they enable employees to be part of the solution to fix customer frustrations. Bliss scoured the marketplace seeking companies who excel at living their core values, grounded in what we all learned as kids. She offers a five-step plan for evaluating your current behaviors and implementing actions at every level of the organization. Step 1. “Be the Person I Raised You to Be” Understand how you are hiring, developing and trusting employees to bring the best version of themselves to work. Vail resorts, for example, the world's largest ski resort operator, banned the three words "Our policy is..." from their vocabulary, freeing employees to take spirited actions to deliver "the experience of a lifetime." Step 2. “Don’t Make Me Feed You Soap” Learn the eight key frustrations that bind us as customers (waiting, fear, anxiety, the black hole of no communication, etc.) and how to apply actions from companies who are delivering a seamless, frictionless and easy experience. Step 3. “Put Others Before Yourself” Determine if your focus is on helping customers achieve their goals – and evaluate how that is fueling your growth. Canada's Mayfair Diagnostics, for example, spent over a year studying the emotions of patients entering an imaging clinic, so they could redesign their welcome to deliver warmth and caring over procedure and process. The newly designed clinic achieved profitability in record time. Step 4. “Take the High Road” Learn how companies who do the right thing rise above the competition. Virgin Hotels, for example, named #1 U.S. hotel by Conde Nast Reader's Choice Awards, walked away from price gouging at the mini bar, so you'll never pay more for that Snickers bar than what you'd pay at the corner market. Step 5. “Stop the Shenanigans!” Evaluate your current company behaviors and identify the key actions that you can begin immediately. With 32 case studies and examples from more than 85 companies, this is a practical and easy to follow guide for your experience and culture transformation. Filled with comics to snapshot our experiences as customers, a “mom lens” to reflect continuously on your performance, and a “make-mom-proud-ometer” quiz – the book makes Bliss’s approach accessible and approachable. Join the movement to #MakeMomProud by applying this book across your organization. Whether you're contemplating your company's returns policy, its social media presence, or its big-picture strategy, this approach will help your company anticipate both employee and customer needs, extend patience, and show respect at all times.