Your first 100 customers
Going to market and earning the first wave of customers: how to position, who to sell to first, and how to build a repeatable motion.
5 books, in order
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A practical, repeatable method for nailing product positioning.
Dunford lays out a concrete, step-by-step process for positioning a product, replacing vague advice with a usable framework built around competitive alternatives,...
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Bridge the gap between early adopters and the mainstream market.
Geoffrey Moore identifies a chasm in the technology adoption life cycle between visionary early adopters and the pragmatic early majority. Many promising products die...
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Most startups fail from lack of customers, not lack of product.
Weinberg and Mares lay out nineteen traction channels, from SEO and content marketing to community building and unconventional PR, that startups can use to grow. They...
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Build a repeatable outbound engine for predictable sales growth.
Drawing on the system Ross built at Salesforce, the book lays out the Cold Calling 2.0 outbound process and the case for specializing sales roles into prospectors,...
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Turn sales from an art into a repeatable, data-driven machine.
Mark Roberge shares the metrics-driven playbook he used to scale HubSpot's sales organization from zero to over $100 million in revenue. He breaks the formula into...