BY AARON ROSS & JASON LEMKIN

60-SECOND BOOK BRIEFS

From Impossible To Inevitable

Aaron Ross and Jason Lemkin wrote From Impossible To Inevitable to teach us how hyper-growth companies create predictable revenue. Here are the 7 steps you need to take.

Nail a niche.

When just starting out,

you can’t sell to everybody.

Find a segment you

can sell to profitably, and easily.

1

Create A Predictable pipeline.

Find the best ways to capture the three different types of leads - seeds (many-to-many, or word-of-mouth), nets (one-to-many marketing campaigns),

and spears (one-to-one selling).

2

Make sales scalable.Ensure you can ramp up your efforts once you hit the mark.

3

DOUBLE YOUR DEAL SIZEThe best way to double your revenue is to go after larger customers.

4

DO THE TIME

This process sometimes takes years

to nail, so don’t give up if you don’t “make it”

right away.

5

Embrace employee ownership

What would happen if you took a 2-

week vacation unplugged? Would

the business still operate at full

steam?6

DEFINE YOUR DESTINY.

Your opportunity is much larger than you

ever imagined. It’s time to get to work.7

CREATE YOUR GREATEST WORK

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