Format:
1 Online-Ressource (270 Seiten)
Edition:
1st ed
ISBN:
9781394196395
Note:
Description based on publisher supplied metadata and other sources
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Intro -- Title Page -- Copyright Page -- Contents -- Chapter 1 Introduction to Design-Build Modeling -- The Case of Virginia Greiman - Boston's Central Artery Tunnel Project -- The Six Systems of a Sales Organization as a Design-Build Model -- Note -- Chapter 2 The Process System -- The Case of Ignaz Semmelweis - Vienna General Hospital -- First Principles of the Process System -- Functional Decomposition -- A/B Testing -- Fresh Perspective -- Data-Driven Analysis -- Process Buy-In -- Elements of the Sales Process System -- The Buyer Persona and Ideal Customer Profile (ICP) -- Design-Building Buyer Persona -- Ideal Customer Profile -- Design-Building ICP -- The Customer Journey -- Design-Building the Customer Journey -- Customer-Journey Usage and Upkeep -- Mapping Customer-Journey Needs -- Syncing the Customer-Journey Needs Map with the Sales Process -- Problem-Opportunity/Needs Fit -- The Pillars of Change -- Consideration/Education -- The Placement Test -- Action/Purchase -- Evangelism -- Sales Motion and Methodology -- Purpose -- Customer Relationship Management (CRM) -- Design-Building Your CRM -- The Sales Playbook -- Design-Building Your Sales Playbook -- Health Check Reporting Inside the Sales Process System -- Design-Building Your Health Check Data and Reporting -- Root-Cause Analysis -- Logic Tree for Root-Cause Analysis -- Sales Process System Rituals -- Reporting -- Publicizing Wins -- Shout-Outs -- Kickoffs -- Mistakes I've Made When Constructing the Sales Process System -- Superficial Documentation of the Customer -- Missed Data Fields in CRM -- No Root-Cause Analysis Process -- Abandoned Playbook -- Checkpoint - System 1 -- Notes -- Chapter 3 The Demand-Generation System -- The Case of Cate Castillo - Neivor -- First Principles of the Demand-Generation System -- Chess Game Approach -- Meet Prospects Where They Are -- Learn and Adapt
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Mind the Economics -- There's No Crying in Demand Gen -- Elements of the Demand-Generation System -- Demand-Generation Economics -- Demand-Generation Options -- Design-Building Your Demand-Generation System -- Design-Build Demand-Generation Case: Account-Based/Field Sales -- The Demand-Gen Productivity Flywheel -- Design-Building the Productivity Flywheel Case: SMB Inside Sales -- The Demand-Gen Productivity Calendar -- Funnel vs. Flywheel -- Design-Building a Demand-Generation Flywheel -- The Early-Stage Ops Node -- The Late-Stage Ops Node -- The Customer Node -- The Closed-Lost Node -- Health Check Reporting Inside the Demand-Generation System -- Monthly/Quarterly Retrospectives -- Demand-Generation System Rituals -- Reply-All Recognition to Reporting -- Demand-Generation Cross-Training -- Mistakes I've Made When Constructing the Demand-Generation System -- Failure to Skok -- Failure to Diversify Demand-Gen Channels -- Failure to Specialize the Team for Demand-Gen Optimization -- Failure to Design-Build a Demand-Gen Flywheel -- Checkpoint - System 2 -- Notes -- Chapter 4 The People System -- The Case of Arthur T. Demoulas - Market Basket -- First Principles of the People System -- Playing the Long Game -- Culture Through Action -- Communication -- Personal Leadership -- Elements of the People System -- The Culture Deck -- Ideal Candidate Profile (the Other ICP) -- The Ideal Candidate Interview Scorecard -- Social Styles -- The Role-Play Scorecard -- Triple Session for Candidate Screening -- The Interview Process -- Recruiting -- Design-Building a Recruiting System -- Inbound Talent Acquisition -- Outbound Talent Acquisition -- Channel Talent Acquisition -- Referral Talent Acquisition -- Triple Session for Talent Acquisition -- Old Ops Talent Acquisition -- Selling Your Vision -- Compensating Salespeople
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Example 1: Enterprise Account Executive (SaaS) -- Example 2: SDR/BDR -- Example 3: Sales Manager -- The Key Design-Build Element to Sales Compensation -- Compensation Beyond On-Target Earnings (OTE) -- Career Paths -- Minimum Performance Thresholds -- Expectation and Communication -- Setting the Table for Long-Term Success -- Extrinsic vs. Intrinsic Motivation -- Design-Building Intrinsic Motivators - Core Needs -- Health Check Reporting Inside the People System -- Talent Channel of Acquisition Tracking -- Scorecard Regression Analysis -- Triple Session Training Reports -- Business-of-One Reporting -- The Record Book -- eNPS Surveys -- The People System Rituals -- Shout-Outs -- Marketing the People System -- Business-of-One Review -- Gas Tanks Review -- Mistakes I've Made When Constructing the Salespeople System -- Making Exceptions to ICP or Hiring Process -- Stepping Out of the Interview Process Too Early -- Closing Rep Positions -- Inconsistent Team-Building Activities -- Checkpoint - System 3 -- Notes -- Chapter 5 The New-Hire Onboarding System -- The Case of Andy Stumpf - Navy SEAL Training -- First Principles of the New-Hire Onboarding System -- Standard Operating Procedures -- Standards of Performance -- Repetition Is the Rule -- Sticks and Carrots -- "The Gray Man" -- Swim Buddies -- Elements of the New-Hire Onboarding System -- Mapping the Essentials -- Taking Onboarding Live -- Triple Session for Sales Onboarding -- New-Hire Onboarding - Day 1 -- The Onboarding Final Exam -- Calculating New Hire Ramp -- Sales Cycle + 90 Days Ramp -- Activities Expectation Ramp -- The Positive Power of Ramp Productivity Tracking -- Shortening the Time to Ramp -- Onboarding Documentation -- Mentor-Mentee Pairings -- Health Check Reporting Inside the New-Hire Onboarding System -- Triple Session Readiness Score -- Final Exam -- Time to KPI Attainment
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Percent and Time to Ramp Attainment -- Onboarding eNPS -- New-Hire Onboarding System Rituals -- Daily/Weekly Checkpoints -- Daily Incentives -- New Hire Slack Group -- Shout-Outs -- Recognizing Failures as Learning Moments -- Graduation Day -- Mistakes I've Made When Constructing the New-Hire Onboarding System -- Unstructured Scheduling -- Late Start to Onboarding -- Late Start to Documentation -- Superficial KPI Measurement -- Superficial Mentor-Mentee Matching -- Solo Hiring -- Checkpoint - System 4 -- Notes -- Chapter 6 The Ongoing Improvement System -- The Case of Tom Brady and the TB12 Method -- First Principles of the Ongoing Improvement System -- Holistic Outputs -- Holistic Inputs -- Deliberate Practice -- Brush Your Teeth -- Mindset -- Elements of the Ongoing Improvement System -- A Culture of Ongoing Improvement -- Design-Building a Culture of Ongoing Improvement -- Measuring for Improvement -- Design-Building a Sales Coaching Model -- How Rock Content Aligned Coaching with Individual Goals -- How Rock Content Documented the Coaching Process -- How Rock Content Documented Coaching Session Work -- Point of Focus -- Actions -- Results -- Live Training -- Cross-Training -- Live Call Review -- Triple Session for Ongoing Improvement -- Health Check Reporting Inside the Ongoing Improvement System -- Training and Coaching eNPS Surveys -- Triple Session Scores and Engagement -- Sales Performance -- Ongoing Improvement System Rituals -- Daily Readiness Rankings -- Practice Incentives -- Recognition of Practice Performance -- Mistakes I've Made When Constructing the Ongoing Improvement System -- Not Setting the Expectation of Ongoing Improvement Before Hiring -- Not Qualifying for Communication Style -- Not Testing After Training -- Not Building a System of Retraining -- Not Documenting Coaching -- Checkpoint - System 5 -- Notes
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Chapter 7 The Internal Alignment System -- The Case of Tyler Dvorak, Fifth Season Co-Op -- First Principles of Internal Alignment -- Detailed Tracking -- Veil of Ignorance -- Tough Calls Early -- Realign as the Business Evolves -- Elements of the Internal Alignment System -- Network versus Circuit -- SLAs -- Sales and Sales Alignment -- Sales Reps and BDRs -- Sales Reps and Sales Engineers -- Sales and Sales Ops Alignment -- Sales and HR Alignment -- Sales and Marketing Alignment -- Sales and Customer Onboarding Alignment -- Sales and Customer Success/Support Alignment -- Sales and R& -- D Alignment -- Finance and Sales Alignment -- Sales and Legal Alignment -- The Sacks Cadence -- Health Check Reporting Inside the Internal Alignment System -- Internal Alignment System Rituals -- Mistakes I've Made When Constructing the Internal Alignment System -- Reactive Alignment -- Undocumented Alignment -- Unmeasured Alignment -- Checkpoint - System 6 -- Notes -- Conclusion: Takeaways from Design-Building Sales Systems -- About the Author -- Index -- EULA.
Additional Edition:
Erscheint auch als Druck-Ausgabe Doyon, Matt Revenue Revolution Newark : John Wiley & Sons, Incorporated,c2023 ISBN 9781394196371
Language:
English
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