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Scaling to 100 is organized into four general categories: Getting Started, Revenue, People and Other. The three first categories constitute the essence of the Hypergrowth Sales Playbook and act a roadmap, a table of contents of sorts for future posts that I will write as time permits. While I will try to write them in order – as they generally outline a logical sequence of steps – I may jump ahead, skip or merge sections due to content dependencies or based on requests. The final category – Other – will consist of content unrelated to the playbook or any other topics that I may want or need to write about.
Blog Roadmap
Last updated 09/02/2019.
Part 1 – Getting Started
- 1.1 – Why do anything? Why me? Why now?
- 1.2 – Introduction
- 1.3 – The Hypergrowth Sales Playbook
- 1.4 – Minimum Viable Metrics – Part 1
- 1.5 – Minimum Viable Metrics – Part 2
- 1.6 – Pick Your Best Potential Target Market
- 1.7 – ICP and Buyer’s Journey 1.0
- 1.8 – Build out your Go-to-Market model V1
Part 2 – Revenue
- 2.1 – Build a predictable sales pipeline
- Pitch/Messaging
- Outbound/ABM
- Inbound/SEM/Content Marketing
- Qualifying matrix
- Sales/Marketing alignment (Leads)
- Create repeatable wins
- Sales process
- Buyer Journey V2.
- Pick an appropriate Sales Methodology
- Sales/Marketing alignment (Enablement)
- Compensation planning
- Ensure customer success
- Hand off process
- Success Planning
- Onboarding, Training and Deployment
- Expansion Planning
- Customer Advocacy
- Sales/Customer Success Alignment
- Optimize/Automate
- End-to-end Customer Journey
- Go-to-Market vx.
- Org alignment
- Role specialization
- Double your ACV (or at least increase it)
- Technology and Sales Operations
- Product qualified leads
- Find your next best potential target market
Part 3 – People
- Identify your Ideal AE Profile
- Put together sales hiring criteria
- Build an interview scorecard
- Build target company profiles
- Systematize sourcing
- Build out Training and Sales enablement
- Review/Optimize Ramp Time
- Supporting cast and role specialization
- Promote a Coaching culture
- Promoting from within
- Formalized career growth plan
- Developing sales leaders
- Other elements of a growth culture
Other
- Additional paths to Revenue Growth
- Build vs. Buy
- Partners