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run_frictionless

How to Free a Founder from a Sales Role

Anthony Coundouris, 2019 подробнее...


Editorial Rating

8

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

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.

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.

About the Author

Co-founder of the accounting firm Futurebooks, Anthony Coundouris worked as a software-as-service technology and technology consultant for Google, IBM, salesforce.com and SAP.


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