Sell More Faster

Index

• Accountability, personal, 116–117
• Airtable, 76
• Allstacks, 9, 72–75
• Apple Computer Company, 59
• Authors.me, 51–55
• Autonomy, 116–117

• Bamba Group, 90–92
• Base compensation, 138–141
• Blacklock, Kalyn, 118–119
• BlackLocus, 7, 12, 22, 39–40
  • customer retention at, 157–158
  • defining W3 at, 40–43
  • measuring value with an ROI calculator, 43–45
  • pricing at, 97–98
  • salespeople at, 50
• Brown, David, 120–121
• Bruno, A. J., 132–135
• Business.com, 5–6, 12, 14–15
  • compensation plan at, 137–138
  • customers of, 24–28
  • postsales process at, 151–154
  • W3 applied to, 32–36

• Canaan Ventures, 155
• Careerbuilder, 146
• Carvajal, Dave, 4
• Centralized pricing efforts, 41–42
• Chowbotics, 9, 58
• Christiano, John, 7–8, 40
• Churn, 87
• Client Service, 144
• Closing of sales, 104–105
• Commission plans, 138–141
• Compensation, 131–132
  • changing structures for, 135–136
  • figuring out a fair base and commission plan for, 138–141
  • salespeople as needy, with big egos, and with some insecurities and, 137–138
  • salespeople's desire to make higher, 136–137
  • traversing changes in, 132–135
• Competitive insights, 42
• Conversation, starting a sale with a, 102–103
• Convey, 37–38, 97, 111, 119, 124
• Cost plus pricing, 95
• Customer acquisition cost (CAC), 154–155
• Customer-centric cultures, 147–149
• Customer development, 46–50
  • sales funnel and, 70–71, 82–84
• Customer relationship management (CRM), 66
  • early sales model and blueprint for, 82–88
  • evaluating progress with, 77–78
  • used to track customers and data, 75–77
• Customers
  • companies pivoting their focus ...