Intro -- Title Page -- Copyright Page -- Contents -- Chapter 1 Introduction to Design-Build Modeling -- The Case of Virginia Greiman - Boston's Central Artery Tunnel Project -- The Six Systems of a Sales Organization as a Design-Build Model -- Note -- Chapter 2 The Process System -- The Case of Ignaz Semmelweis - Vienna General Hospital -- First Principles of the Process System -- Functional Decomposition -- A/B Testing -- Fresh Perspective -- Data-Driven Analysis -- Process Buy-In -- Elements of the Sales Process System -- The Buyer Persona and Ideal Customer Profile (ICP)
Design-Building Buyer Persona -- Ideal Customer Profile -- Design-Building ICP -- The Customer Journey -- Design-Building the Customer Journey -- Customer-Journey Usage and Upkeep -- Mapping Customer-Journey Needs -- Syncing the Customer-Journey Needs Map with the Sales Process -- Problem-Opportunity/Needs Fit -- The Pillars of Change -- Consideration/Education -- The Placement Test -- Action/Purchase -- Evangelism -- Sales Motion and Methodology -- Purpose -- Customer Relationship Management (CRM) -- Design-Building Your CRM -- The Sales Playbook -- Design-Building Your Sales Playbook
Health Check Reporting Inside the Sales Process System -- Design-Building Your Health Check Data and Reporting -- Root-Cause Analysis -- Logic Tree for Root-Cause Analysis -- Sales Process System Rituals -- Reporting -- Publicizing Wins -- Shout-Outs -- Kickoffs -- Mistakes I've Made When Constructing the Sales Process System -- Superficial Documentation of the Customer -- Missed Data Fields in CRM -- No Root-Cause Analysis Process -- Abandoned Playbook -- Checkpoint - System 1 -- Notes -- Chapter 3 The Demand-Generation System -- The Case of Cate Castillo - Neivor
First Principles of the Demand-Generation System -- Chess Game Approach -- Meet Prospects Where They Are -- Learn and Adapt -- Mind the Economics -- There's No Crying in Demand Gen -- Elements of the Demand-Generation System -- Demand-Generation Economics -- Demand-Generation Options -- Design-Building Your Demand-Generation System -- Design-Build Demand-Generation Case: Account-Based/Field Sales -- The Demand-Gen Productivity Flywheel -- Design-Building the Productivity Flywheel Case: SMB Inside Sales -- The Demand-Gen Productivity Calendar -- Funnel vs. Flywheel
Design-Building a Demand-Generation Flywheel -- The Early-Stage Ops Node -- The Late-Stage Ops Node -- The Customer Node -- The Closed-Lost Node -- Health Check Reporting Inside the Demand-Generation System -- Monthly/Quarterly Retrospectives -- Demand-Generation System Rituals -- Reply-All Recognition to Reporting -- Demand-Generation Cross-Training -- Mistakes I've Made When Constructing the Demand-Generation System -- Failure to Skok -- Failure to Diversify Demand-Gen Channels -- Failure to Specialize the Team for Demand-Gen Optimization -- Failure to Design-Build a Demand-Gen Flywheel
Checkpoint -- System 2
Bibliography
Includes bibliographical references and index
Notes
Description based on online resource; title from digital title page (viewed on November 21, 2023)
