Skip to Main Content
Sell More Faster
book

Sell More Faster

by Amos Schwartzfarb
September 2019
Intermediate to advanced content levelIntermediate to advanced
192 pages
4h 44m
English
Wiley
Audiobook available
Content preview from Sell More Faster

Chapter 1The W3 (Who, What, and Why) Framework

Illustration of the W3 Framework (Who, What, and Why) regarding selling a product to a customer.

Figure 1.1 The W3 Framework (Who, What, and Why)

At the start of Techstars 2017 program, I remember proudly announcing each KPI meeting that “Sales were great this week … and we have no idea why.” Amos constantly reminded us that we needed to know the triggers of our business to have any control over our growth trajectory. We ultimately realized the answer to the 3Ws was the missing ingredient, and explained exactly what was preventing our company from massive scaling: we had achieved product market fit only among super-users in a niche market. We had a false sense of confidence because it took no effort to sell to our (few) optimal users, but it was extremely difficult to sell to anyone else.

—Guy Goldstein, founder and CEO of WriterDuet

Where the Heck Do I Start?

No business can exist without paying customers, which means no business can exist without sales. It's relatively easy to look at any company, especially one doing well, and be able to describe who their customers are. However, when you are first building your business all you have is a theory of who you think your customer will be, based on your theory of the problem you are solving and your opinion of what you want to sell them. While it's important for you to have a strong point of view to get started, it's even more important to figure out if you are right before ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Sell More Faster

Sell More Faster

Amos Schwartzfarb
5-Minute Selling

5-Minute Selling

Alex Goldfayn
The 60 Second Sale

The 60 Second Sale

David V. Lorenzo

Publisher Resources

ISBN: 9781119597803Purchase book