How To Buy The Audiobook
Buy it on 1) Amazon.com / Audible.com or 2) iTunes:
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”
Chapter 2, Page 18 – “Cold Calling 2.0 Sketch”
Chapter 2, Page 23: “RIP Cold Calling”
Chapter 2, Page 26 – “Sales Growth Chart”
Chapter 2, Page 28: “What’s Changed”
Chapter 3, Page 37: “Specialize – Your 4 Core Sales Roles”
Chapter 3, Page 41: “Cold Calling 2.0 Funnel”
Chapter 3, Page 44: “Cold Calling 2.0 Funnel”
Chapter 3, Page 47: “Ideal Customer Profile”
Chapter 3, Page 48: “Smart Targeting”
Chapter 3, Page 59: “Old Opportunities Campaign”
Chapter 3, Page 64: “Cold Calling 2.0 Funnel”
Chapter 3, Page 71: “Account Status Assembly Line Stages”
Chapter 4, Page 78 & 79: “Day In A Prospector’s Life”
Chapter 4, Page 85: “Team Dashboard”
Chapter 4, Page 86: “Example SDR Dashboard”
Chapter 5, Page 88 & 91: “Sell To Success”
Chapter 6, Page 106: “Seeds, Nets & Spears”
Chapter 6, Page 107: “Example Nets & Spears Funnels”
Chapter 6, Page 109: “Layers Of The Onion”
Chapter 6, Page 119: “Marketo’s Revenue Funnel”
Chapter 6, Page 120: “Stage 1: Awareness”
Chapter 6, Page 123: “Conversion Rates – Raw Lead To Opportunity”
Chapter 6, Page 126: “Marketo Lead Lifecycle”
Chapter 6, Page 128: “Make It Simple For Reps To Prioritize”
Chapter 7, Page 132: “Seeds, Nets & Spears”
Chapter 7, Page 134: “Train New Employees In Support / Services”
Chapter 7, Page 137: “Fatal Mistake: Command & Control Management”
Chapter 8, Page 140: “Happy Customers Create Extraordinary Growth”
Chapter 8, Page 141 & 142: “Promotion vs. Attraction”
Chapter 9, Page 151: “Happy Employees Develop Happy Customers – Waterfall Sketch”
Chapter 9, Page 153: “Where Do I Hire Great Salespeople?”
