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If you replied to last week=E2=80= =99s email and I haven=E2=80=99t gotten back to you, my apologies. I=E2=80= =99ve taken this week off to finish writing the first draft. It=E2=80=99s b= een an experience, it=E2=80=99s my first attempt at back to back writing da= ys and it=E2=80=99s going better than I thought it would have.=20 Thanks for your patience as I finish things up, I promise I=E2=80=99ll do m= y best to back to everyone after Friday.=20 One thing I heard last time I shared the Table of Contents was that they we= ren=E2=80=99t clear enough, they didn=E2=80=99t sell you on why you needed = to pick up and invest the time reading the book. As I=E2=80=99ve progressed= this week, I=E2=80=99ve updated the chapters and added learning points und= er each one.=20 I=E2=80=99d love your feedback on the revised TOC, so here it is: Feedback I=E2=80=99m looking for this week, which chapter absolutely needs = to stay and which one would you cut? **Section 1: Strengthen Your Product Market Fit=C2=A0** Chapter 1: Why Product Market Fit Comes First=C2=A0 * Product Market Fit is a Multiplier of Go to Market Efforts * Being Responsible for Growth is Terrifying=C2=A0 * The =E2=80=98Fire the VP=E2=80=99 Fallacy * Product Market Fit is Not Binary * The Cost of Weak Product Market Fit * The Growth Formula=C2=A0 Chapter 2: Early Product Market Fit=C2=A0 * How to Choose a Space * Can You Create a Category?=C2=A0 * How to Find Unmet Needs * Why Referrals Are the Ultimate Measure * How to Find People to Interview * Early Signs of Product Market Fit Chapter 3: Measuring Product Market Fit Strength=C2=A0 * Your First Funnel=C2=A0 * Collecting the Data=C2=A0 * Doing the Math=C2=A0 **Section 2: Find Your First Customers** Chapter 4: Find your first customers=C2=A0 * It=E2=80=99s all about unmet needs=C2=A0 * DIY first=C2=A0 * Your first sales hire * Hiring your first AE=C2=A0 * Your first scalable customer acquisition channel=C2=A0 * MarketFit=C2=A0 Chapter 5: Why Founders Make the Best Sales Reps=C2=A0 * It=E2=80=99ll be ok=C2=A0 * Stop treating prospects as something to close=C2=A0 * Think about the end result (for the customer)=C2=A0 * Problem space experience > sales experience=C2=A0 * A template for great sales conversations * Founder sales philosophy=C2=A0 Chapter 6: How to Sell, Even if You=E2=80=99re an Engineer * The Strategy of a Sale * The Selling V * Situation, Diagnosis, Recommendation, Implementation=C2=A0 * How to create urgency=C2=A0 Chapter 7: Habits of Highly Effective Salespeople * Next Actions / Next Action Dates * Customer verifiable outcomes for stage definitions=C2=A0 * Take good notes (record your calls)=C2=A0 * Stop Sending Follow Up Emails * Stop answering the question, =E2=80=9Cso tell me what you can do for me= =E2=80=9D=C2=A0 * Send a post-call summary=C2=A0 * Pay attention to your camera positioning, lighting, and background=C2=A0 **Section 3: Build a Scalable Customer Acquisition Engine=C2=A0** Chapter 8: The Four Funnels=C2=A0 * Sales is a Chain Link System=C2=A0 * Specialize Your Sales Funnels * The Nurture Funnel=C2=A0 * The Meet Funnel=C2=A0 * The Disco Funnel=C2=A0 * The Manage Funnel=C2=A0 Chapter 9: How to Manage Salespeople=C2=A0 * One on Ones * Pipeline Review=C2=A0 * Call Review (feedback)=C2=A0 * Call Scoring=C2=A0 * Preparing a Sales Forecast=C2=A0 * Quarterly Development Plans=C2=A0 Chapter 10: How to Hire Salespeople=C2=A0 * Why You Need a Scorecard * Our Process for Hiring Salespeople=C2=A0 * How to Source Candidates=C2=A0 * Why You Might Want to Use a Recruiter Chapter 11: How to Find More Customers * The Sales Math=C2=A0 * How to Budget Time and Resources * The Four Stages of Ramping a New Channel=C2=A0 * Growth Curves=C2=A0 * Four Paths to New Customers Thanks for everything and catch you next week.=20 Collin Stewart=20 =E2=80=94=E2=80=94=E2=80=94 You are reading a plain text version of this post. For the best experience,= copy and paste this link in your browser to view the post online: https://predictablerevenue-newsletter.beehiiv.com/p/first-draft-plus-new-to= c --2ccfef08a86ccf3c8beb8f5c7261f03d25040bfd78fd89f019f2be7eebb2 Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Mime-Version: 1.0 first draft week + new table of contents
<= td align=3D"center" valign=3D"top" style=3D"border:0px solid #FFFFFF;border= -radius:10px;background-color:#FFFFFF;" class=3D"c">

June 28, 2024   |   Read Online

first draft week + ne= w table of contents

<= table role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" align= =3D"right" class=3D"socialShare mob-stack">
3D"fb" 3D"tw" 3D"in" 3D"emai=
=3D""

Chapter 11: How to Find More Customers

Good morning And= rew,

= I owe a lot of people a lot of repli= es. If you replied to last week=E2=80=99s email and I haven=E2=80=99t gotte= n back to you, my apologies. I=E2=80=99ve taken this week off to finish wri= ting the first draft. It=E2=80=99s been an experience, it=E2=80=99s my firs= t attempt at back to back writing days and it=E2=80=99s going better than I= thought it would have.

Thanks for your p= atience as I finish things up, I promise I=E2=80=99ll do my best to back to= everyone after Friday.

One thing I heard= last time I shared the Table of Contents was that they weren=E2=80=99t cle= ar enough, they didn=E2=80=99t sell you on why you needed to pick up and in= vest the time reading the book. As I=E2=80=99ve progressed this week, I=E2= =80=99ve updated the chapters and added learning points under each one.

I=E2=80=99d love your feedback on the revise= d TOC, so here it is:

Feedback I=E2=80=99m= looking for this week, which chapter absolutely needs to stay and which on= e would you cut?

Section 1: Strengthen = Your Product Market Fit=C2=A0

Chapter = 1: Why Product Market Fit Comes First=C2=A0

  • Product Market= Fit is a Multiplier of Go to Market Efforts

  • Being Responsible for Growth is = Terrifying=C2=A0

  • The =E2=80=98Fire the VP=E2=80=99 Fallacy

    • Product Market Fit i= s Not Binary

  • The Cost of Weak Product Market Fit

  • The Growth Formula=C2=A0

Chapter 2: Early Product Market= Fit=C2=A0

  • =

    How to Choose a Space

  • Can You Create a Category?= =C2=A0

  • How to Find Unmet Needs

  • <= p style=3D"padding:0px;text-align:left;word-break:break-word;">Why Referrals Are the Ultimate Measure

  • How to Fin= d People to Interview

  • Early Signs of Product Market Fit

<= /div>

Chapter 3: Measuring Product Market Fit Strengt= h=C2=A0

  • Your First Funnel=C2=A0

  • Collecting the Data=C2=A0<= /span>

  • Do= ing the Math=C2=A0

Sect= ion 2: Find Your First Customers

Chapt= er 4: Find your first customers=C2=A0

It=E2=80=99s all abo= ut unmet needs=C2=A0

  • DIY first=C2=A0

  • Your first sales hire

  • Hiring your first AE= =C2=A0

  • Your first scalable customer acquisition channel=C2=A0

    • =

  • MarketFit=C2=A0

    • Chapter 5: Why Founders Mak= e the Best Sales Reps=C2=A0

    • It=E2=80=99ll be ok=C2=A0

    • Stop t= reating prospects as something to close=C2=A0

    • Think about the end result (for= the customer)=C2=A0

    • Problem space experience > sales experience=C2=A0

    • A te= mplate for great sales conversations

    • Founder sales philosophy=C2=A0

    Chapter 6: How to Sell, Even if You= =E2=80=99re an Engineer

    =

    • The Strategy of a Sale

      <= /li>

    • The Selling V=

    • S= ituation, Diagnosis, Recommendation, Implementation=C2=A0

      • How to create urgen= cy=C2=A0

    Chapter 7: Habits= of Highly Effective Salespeople

    • Next Actions / Next Actio= n Dates

    • Customer verifiable outcomes for stage definitions=C2=A0

    • Take good note= s (record your calls)=C2=A0

    • Stop Sending Follow Up Emails

      • Stop answering the = question, =E2=80=9Cso tell me what you can do for me=E2=80=9D=C2=A0<= /p>

    • Send a po= st-call summary=C2=A0

    • Pay attention to your camera positioning, lighting, and= background=C2=A0

    Secti= on 3: Build a Scalable Customer Acquisition Engine=C2=A0

    Chapter 8: The Four Funnels=C2=A0

    • Sales= is a Chain Link System=C2=A0

    • =

      Specialize Your Sales Funnels

      • The Nurture Funnel= =C2=A0

    • The Meet Funnel=C2=A0

    • The Disco Funnel=C2=A0

    • The Manage Funnel=C2=A0

    Chapter 9: How to Manage Salesp= eople=C2=A0

    • One on Ones

    • Pipeline Review=C2=A0

    • Call Review (f= eedback)=C2=A0

    • Call Scoring=C2=A0

    • Preparing a Sales Forecast=C2=A0

    • Quarterly Deve= lopment Plans=C2=A0

    Chapte= r 10: How to Hire Salespeople=C2=A0

    • Why You Need a Scoreca= rd

    • Our Process for Hiring Salespeople=C2=A0

    • How to Source Candidates=C2=A0

    • Why Yo= u Might Want to Use a Recruiter

    • The Sales Mat= h=C2=A0

    • How to Budget Time and Resources

    • The Four Stages of Ramping a New Chann= el=C2=A0

    • Growth Curves=C2=A0

    • Four Paths to New Customers

    Thanks for everything and catch you next week. =

    Collin Stewart

    <= /tr>
    3D"yt"3D"in"
     
    <= tr>

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