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Hard to listen to, a nice piece of propaganda at best. Far fetched. I did not like it.
Excellent book! It's very hands on and full of practical sales advice, even for tiny companies and startups.
A key takeaway for me was the advice to divide the sales team, so one part is responsible for leads. The way in which the authors put the value (of the company) on the ability to generate leads, not close sales, is wildly eye-opening.
Another takeaway was the focus on Costumer Success, an area I had heard of, but didn't understand. The authors take a concept such as Costumer Success, but they add their understanding of metrics and the sales funnel, so you learn how to build and measure it yourself. They actually make it sound easy.
The cover and introduction didn't make it clear to me that this is a book focused on SaaS. It's so integrated into the advice shared, I think they should have added "SaaS" to the title. Just so you know.
3 of 3 people found this review helpful
Guy doesn't really understands what he is talking about. Little to no focus.
He started up talking about how to grow startups, then, without any transition, started to talk about his personal consulting work, then about CEO training, then about company he was building, then about company he met while he was growing his startup. He came to the point that he was talking about consulting company, that he met while doing his consulting, that met Fortune 2000, providing consulting and bla bla bla. No connection there, no anything.
Especially annoying when he could be talking about how to do consulting work, and in next sentence talking about growing sales in startups. For example: you have to talk to key people in business to change something ( consulting). Speak to executives first ( consulting). But to grow you have to do more marketing ( startup).
In other words: mediocre book with little direction and focus. A lot of general advices about nothing, like 95% of books out there.