Audiobook + Charts / Sketches

How To Buy The Audiobook 

Buy it on 1) Amazon.com / Audible.com or 2) iTunes:

amazon button      itunes button

Bookmark this page to reference the charts and sketches (being updated soon)

Speed-Listening Tip

Gianni Dalerta, an early listener to the audiobook shares a tip:  I read on a blog about how a person can devour books very quickly by listening to them on audible.com at 3x speed. It takes a bit of getting used to but within a couple morning commutes I was able to get through your whole book with enough comprehension to start planning my own framework based on yours.

Reference The Charts & Sketches From The Book

Chapter 1, Page 4 – “The Hot Coals Sketch” 

Hot Coals_enh - small

Chapter 2, Page 18 – “Cold Calling 2.0 Sketch”

Cold calling 2.0 sketch

Chapter 2, Page 23: “RIP Cold Calling”

 RIP cold calling tombstone picture

Chapter 2, Page 26 – “Sales Growth Chart”

Chart 3 RGB EBR growth

 

Chapter 2, Page 28: “What’s Changed”

1.0 vs 2.0

Chapter 3, Page 37: “Specialize – Your 4 Core Sales Roles”

Chart 14 color four 4 core functions specialize_smaller

Chapter 3, Page 41: “Cold Calling 2.0 Funnel”

Chart 11 RGB Outbound Sales Funnel

Chapter 3, Page 44: “Cold Calling 2.0 Funnel”

Chart 1 color 5 steps cold calling 2 process

Chapter 3, Page 47: “Ideal Customer Profile”

Chart 6 RGB ICP matrix

Chapter 3, Page 48: “Smart Targeting”

Chart 4 RGB smart targeting

Chapter 3, Page 59: “Old Opportunities Campaign”

Chart 12 RGB example campaign

Chapter 3, Page 64: “Cold Calling 2.0 Funnel”

Chart 13 RGB wheres the handoff

Chapter 3, Page 71: “Account Status Assembly Line Stages”

Chart 7 account status

Chapter 4, Page 78 & 79: “Day In A Prospector’s Life”

day in a life top half 300dpi

day in a life bottom half 300dpi

Chapter 4, Page 85: “Team Dashboard”

team dashboard sales book

Chapter 4, Page 86: “Example SDR Dashboard”

Chart 5 dashboard

Chapter 5, Page 88 & 91: “Sell To Success”

Sell to success

Chapter 6, Page 106: “Seeds, Nets & Spears”

Seeds Nets Spears v2

Chapter 6, Page 107: “Example Nets & Spears Funnels”

Chart 2 RGB marketing funnel

Chart 11 RGB Outbound Sales Funnel

Chapter 6, Page 109: “Layers Of The Onion”

layers of the onion

Chapter 6, Page 119: “Marketo’s Revenue Funnel”

Chart 8 RGB 

Chapter 6, Page 120: “Stage 1: Awareness”

Weekly Visitors Searching For Marketo color

Chapter 6, Page 123: “Conversion Rates – Raw Lead To Opportunity”

marketo conversion rates color

Chapter 6, Page 126: “Marketo Lead Lifecycle”

marketo leadflow diagram color

Chapter 6, Page 128: “Make It Simple For Reps To Prioritize”

marketo SFDC screenshot  color

Chapter 7, Page 132: “Seeds, Nets & Spears”

Seeds Nets Spears v2

Chapter 7, Page 134: “Train New Employees In Support / Services”

Chart 9 RGB ramp sDR

Chapter 7, Page 137: “Fatal Mistake: Command & Control Management”

CEOFlow Triangle to Circle sketch_300dpi color_sales book

 

Chapter 8, Page 140: “Happy Customers Create Extraordinary Growth”

happy customers revenue success sketch_300dpi color_ for sales book

Chapter 8, Page 141 & 142: “Promotion vs. Attraction”

Promotion Attraction sketch_300dpi color_sales book

1.0 vs 2.0

 

Chapter 9, Page 151: “Happy Employees Develop Happy Customers – Waterfall Sketch”

Waterfall Cake Sketch _300dpi color_sales book

 

Chapter 9, Page 153: “Where Do I Hire Great Salespeople?”

Chart 15 RGB career track

 

Chapter 11, Page 195: “Unique Genius”

unique genius sketch _300dpi color_sales book