Hustle doesn’t scale.

As a company founder, you started with an idea—how to solve a problem, how to build a product, and most important, how to impact your customers and change your industry.

Yes, of course you’ve got to hustle. Yes, you’ve got to work hard. But hustle and hard are just table stakes to get your startup going.

To really make the impact you set out to make, you need to create repeatability and scalability – in your revenue, your sale processes and your team. This book is your roadmap.

Scott Sambucci has led three enterprise/B2B startups to their first millions in revenue – Blend in the lending industry, Altos Research in residential real estate, and Aplia in higher education. With each of these startups, the day-to-day selling and sales strategies changed each time. What remained the same across the core framework he used to build each startup’s repeatable revenue—The Q Framework.

When you implement The Q Framework for your startup, you'll be able:
Talk with your prospects and customers in terms of the one thing they care most about (Hint… It’s not your product…)
Identify every prospect’s critical business issue, and leverage that issue in every sales opportunity.
Find and sell to every buyer, stakeholder, influencer, and decision-maker in every sales opportunity.
Prove that buying your product is an investment for your prospect, and never hear words like “cost” and “budget” again in your sales conversations.
Create clarity for your prospects, and your team, about the
Keep control in every sales call and every sales opportunity.
Stop sending proposals that never get read and chasing prospects that you’ll never catch.
Establish pilot programs and phased rollouts that give your customers confidence to buy and implement your product.
Stop hustling and start scaling your sales process, your team and your company’s revenue.
Most startup founders think a repeatable sales process means:

Booking as many demos as possible with anyone that wants to see their product.
Hiring an industry veteran with a Rolodex to build their sales process.
Spending tons of cash on a conference booth to beep badges.
Blasting out spammy emails to a lead list that was bought or scraped.
Giving away their product for free, or offering massive discounts, for case studies and product feedback.
Building every feature that their Fortune 500 prospects suggest.
Emailing one-pagers and pitch decks because some mid-level manager asked for it.
Sending proposals when prospects ask for them.
Being a pushy extrovert who has to convince prospects to buy.

Nope. While these approaches might land a few customers and early revenue, without a repeatable framework to grow and scale sales, they’re a sure-fire way to a end up never-ending start-up mode.

To ramp up your startup's recurring revenue, to build a repeatable sales process, to get from startup to scale up, and to take your startup from idea to impact, you need to build revenue and scale.

Most sales books tell you about sales process that worked for one company or industry.

This book will teach you about your sales process.