Summary of Sell More Faster

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Sell More Faster book summary
Start getting smarter:
or see our plans

Rating

8

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

Start-ups must establish a viable position amid savage competition, but they face competing priorities. To profit, they must sell quickly, but they also must understand their market sectors. Many new entrepreneurs jump in before they gain that knowledge – a recipe for trouble or even failure. Sales expert Amos Schwartzfarb guides start-up entrepreneurs down a better path. His “operational playbook” can help you avoid costly mistakes and enable you to sell your offerings expeditiously while scaling up efficiently.

About the Author

Amos Schwartzfarb founded or was an early employee in numerous start-ups, including HotJobs.com, Work.com, Business.com, mySpoonful, BlackLocus and Joust. He has more than 20 years’ experience leading sales organizations.

 

Summary

The “W3” system – based on knowing who, what and why – can help your start-up scale its operations and maximize sales.

A viable business must sell its merchandise or services. If you can’t close sales, you won’t have a business. Getting sales to close depends on three factors:

  1. Providing customers with special, measurable value that your competitors can’t match.
  2. Hiring the best people.
  3. Establishing a strong corporate culture.

None of these attributes occurs magically, particularly for start-ups. You and your colleagues will need insight about which customers to pursue and how to pursue them. This requires specialization based on verifiable customer data. Applying your insights properly will let you refine your operations and expand your sales.

To grow, you must test your data to find your ideal market. The W3 framework – which calls for answering three vital questions – who, what and why – offers a proven business plan for start-ups and a specialized method for scaling up. The W3 strategy calls for discovering your core customers, and determining what they will buy from you...


More on this topic

Customers who read this summary also read

Value-Added Selling, Fourth Edition
8
Why They Buy
6
The Street Savvy Sales Leader
8
Selling With Noble Purpose, Second Edition
8
Combo Prospecting
8
Stop Selling and Start Leading
8

Related Channels

Comment on this summary