Built To Grow (a Handbook For High-performance Sales Teams)
By (author) Friedman, Stephanie
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By (author) Friedman, Stephanie
Short description/annotation:
In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organisation, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine.
Description:
"Anyone building a B2B business should read this book." —Aaron Levie, CEO at Box
Based on 20 years of sales experience, Built to Grow is the go-to-market field guide for startup founders.
Startup founders often wish for a playbook for building and scaling a sales function. All too often, it’s an experimental, improvisational process, in which any wrong move can lead to wasted time and capital. But in her 20 years building and scaling go-to-market teams, Stephanie Friedman has identified a set of steps that any B2B founder can take to build a successful sales organization.
This book is that playbook—a structured and repeatable methodology for building a high-performing sales function from a company’s earliest days.
In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organization, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine. The book is divided into three phases of startup growth—Experiment, Build, and Scale—and offers actionable insights and tactics drawn from Friedman’s two decades of experience working with successful startups, both as an operator and as a board director and adviser to founders and CEOs.
Built to Grow is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from 0 to 100 salespeople. The principles put forward in Built to Grow allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product and building a generational company from day one.
Table of contents:
Introduction
I. Experiment
Experiment: Playbook
Experiment: Hiring
Experiment: Revenue
Experiment: Customers
Experiment: Compensation
Experiment: Culture
Experiment: Collaboration
II. Build
Build: Playbook
Build: Hiring
Build: Revenue
Build: Customers
Build: Compensation
Build: Culture
Build: Collaboration
III. Scale
Scale: Playbook
Scale: Hiring
Scale: Revenue
Scale: Customers
Scale: Compensation
Scale: Culture
Scale: Collaboration
Epilogue
Endnotes
Glossary
Acknowledgments
Index
About the Author
Review quote:
"Successfully scaling a company means building intentional, repeatable mechanisms that grow with your business. In Built to Grow, Stephanie Friedman has written the definitive guide to replacing start-up ambiguity with a rigorous, predictable revenue engine. If you need to build a high-performing go-to-market organization, this is the book for you."
—Claire Hughes Johnson, corporate officer and advisor at Stripe; author of Scaling People: Tactics for Management and Company Building
"In the world of enterprise software, trying to scale without a bulletproof go-to-market playbook is a recipe for disaster. Fortunately, Stephanie Friedman''s Built to Grow demystifies the process and tells you what you need to know about hiring your early sales team, forecasting, managing a sales pipeline, and creating a sales playbook—in short developing a world-class customer-facing function. Anyone building a B2B business should read this book."
—Aaron Levie, CEO at Box
"Stephanie Friedman has written an indisp
Short description/annotation:
In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organisation, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine.
Description:
"Anyone building a B2B business should read this book." —Aaron Levie, CEO at Box
Based on 20 years of sales experience, Built to Grow is the go-to-market field guide for startup founders.
Startup founders often wish for a playbook for building and scaling a sales function. All too often, it’s an experimental, improvisational process, in which any wrong move can lead to wasted time and capital. But in her 20 years building and scaling go-to-market teams, Stephanie Friedman has identified a set of steps that any B2B founder can take to build a successful sales organization.
This book is that playbook—a structured and repeatable methodology for building a high-performing sales function from a company’s earliest days.
In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organization, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine. The book is divided into three phases of startup growth—Experiment, Build, and Scale—and offers actionable insights and tactics drawn from Friedman’s two decades of experience working with successful startups, both as an operator and as a board director and adviser to founders and CEOs.
Built to Grow is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from 0 to 100 salespeople. The principles put forward in Built to Grow allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product and building a generational company from day one.
Table of contents:
Introduction
I. Experiment
Experiment: Playbook
Experiment: Hiring
Experiment: Revenue
Experiment: Customers
Experiment: Compensation
Experiment: Culture
Experiment: Collaboration
II. Build
Build: Playbook
Build: Hiring
Build: Revenue
Build: Customers
Build: Compensation
Build: Culture
Build: Collaboration
III. Scale
Scale: Playbook
Scale: Hiring
Scale: Revenue
Scale: Customers
Scale: Compensation
Scale: Culture
Scale: Collaboration
Epilogue
Endnotes
Glossary
Acknowledgments
Index
About the Author
Review quote:
"Successfully scaling a company means building intentional, repeatable mechanisms that grow with your business. In Built to Grow, Stephanie Friedman has written the definitive guide to replacing start-up ambiguity with a rigorous, predictable revenue engine. If you need to build a high-performing go-to-market organization, this is the book for you."
—Claire Hughes Johnson, corporate officer and advisor at Stripe; author of Scaling People: Tactics for Management and Company Building
"In the world of enterprise software, trying to scale without a bulletproof go-to-market playbook is a recipe for disaster. Fortunately, Stephanie Friedman''s Built to Grow demystifies the process and tells you what you need to know about hiring your early sales team, forecasting, managing a sales pipeline, and creating a sales playbook—in short developing a world-class customer-facing function. Anyone building a B2B business should read this book."
—Aaron Levie, CEO at Box
"Stephanie Friedman has written an indisp
