Summary of run_frictionless by Anthony Coundouris

Description

When entrepreneurs and company founders take on sales roles, author Anthony Coundouris argues, they waste valuable time and risk losing customers to friction. He urges start-up founders to become market leaders and find product-market fit by gaining a sophisticated understanding of their brand identity, and of whom, what and how they serve. Backed with illuminating case studies ranging from Tesla to Apple, Coundouris’s advice frees founders to lead with creativity.

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Sujets

• Entrepreneuriat
• Gestion des ventes
• Management
• Sales
• Business
• Economics
• Selling
• Gestion et management
• Vente

Informations

• Publié par: GetAbstract AG
• Date de parution: 03 août 2021
• Nombre de lectures: 0
• EAN13: 9798887270647
• Langue: English

Extrait

run_frictionless
How to Free a Founder from a Sales Role
Anthony Coundouris•Anthony Coundouris © 2019•196 pages

Management / Starting a Business
Sales / Sales Management
Sales / B2B Selling

Rating:8

Applicable
Well Structured
Concrete Examples

Take-Aways Leverage the power of sales systems to become a market leader. Eliminate friction by conceptually dividing your company into four quadrants: who you serve, what you serve, who you are and how you serve. Consider your desired customer profile. Determine which clients are not right for you. Be transparent about your products limits and functions, and don’t “future sell” features you plan but haven’t yet added. Your brand identity should be consistent and harness the power of shared beliefs.  Creatively design a customer flow that takes inspiration from wide-ranging sources. Your early- and middle-game approach determines customer trust levels for your endgame. Develop customers in your early game with multiple value propositions. Don’t lose customers in the middle game. Carefully design your triage process.

Recommendation
When entrepreneurs and company founders take on sales roles, author Anthony Coundouris argues, they waste valuable time and risk losing customers to friction. He urges start-up founders to become market leaders and find product-market fit by gaining a sophisticated understanding of their brand identity, and of whom, what and how they serve. Backed with illuminating case studies ranging from Tesla to Apple, Coundouris’s advice frees founders to lead with creativity.

Summary
Leverage the power of sales systems to become a market leader.
Founders who feel like they’re wasting valuable time on sales-related tasks can free themselves by implementing a sales system. A practical and smooth-running system distills the customer-creation process into a set number of interactions, such as sending emails, chatting online, posting on Twitter or calling people on the phone.