Chapter 7Now Go Out and Sell More Faster!
Okay, we made it! Congratulations and, more important, thank you for taking the time to read Sell More Faster.
When I first started pulling together the concepts for this book in the summer of 2018, my intention wasn't to actually write a book, but to develop a series of simple workshops to help both my portfolio and my peers at Techstars to create some order in the process of identifying product–market fit. I'd regularly get the same two questions, can I “help X company with sales” or “deliver a sales workshop.”
I was never really sure what a single workshop on sales would look like. Instead I mapped out what I believed to be the core pieces, to deliver a series of workshops. That work resulted in 18 topics, which are represented in the six chapters you just read. The pieces were all there and what I realized was that I just needed to organize them in a consumable way—eight months later, I'm writing the final chapter of the book.
Looking back to all I wrote, there is one theme that is resonating with me now more than ever and if you, the reader, take only one concept away with you, it's that until you really know your W3 you can't build a big and sustainable business. Sure you might get some early customers because you believe so deeply in your product and the problem you aim to solve, but until you really know who your core customer is, what they are buying from you (not what you are selling), and why they buy it, it's impossible to ...