Economical Growth: 10x w/ Enterprise Account-Based Sales Development

I can remember like it was yesterday... It was getting late in the evening, and Chris and I had just finished a spectacular steak dinner. Earlier in the day, we'd hopped around a sales development conference, looking for new, innovative ideas to take back to MuleSoft. Following the conference, we had spent the the dinner discussing how the things we were doing with the MuleSoft Account (Sales) Development Team was far more advanced, (by orders of magnitude), than anything we'd heard discussed in the conference. We also acknowledged that all the thought leadership in the space tended to stay surface level, and how that was frustrating.In a moment of passion, I turned to Chris and told him, "We need to do something about this. We need to put out real, tangible, quality work -- something someone like you and I would want to read. I half-jokingly suggested that, "We need to write the book on sales development. Hell, we already have -- it's our playbook." He agreed. We high-fived a lot, and we parted ways into the night.Our conversation was long-forgotten when, much to my surprise, six months later, Chris forwarded me a draft of "Economical Growth."Chris had done it. He had taken the playbook that he'd first developed with the MuleSoft Team, the play that we'd spent countless hours refining. Much of the content was crafted in the wee hours of the night, in random hotel rooms in Atlanta, or in tense, offsite, weeklong, (oft-heated) leadership sessions.It's great to see the foundation that Chris helped lay put to paper. Kudos, Chris.

As an enterprise sales director managing a team of closing reps, I feel Economical Growth helps sales leaders know how to effectively set up and measure an SDR organization to grow and more predictably hit enterprise team numbers through ABSD. Reading the book and spreading it throughout my organization has made an impact that will shape our SDR planning for the coming fiscal year. The book, most of all, is practical and can help teams start building a better org to drive pipeline generation in a measurable and efficient manner.

I had heard about Chris and his new book while attending a recent sales development conference. What a great find as our team is currently in the process of implementing a formal ABSD program. Economical Growth is a treasure trove of practical examples and guidance for establishing the ground work for highly predictable and scalable pipeline growth. I expect to model our efforts on many of the best practices illustrated by Chirs and his insustry peers.This is a quick, easy and no nonsense read. Well worth the time.

Recommended by a manager who is a total loser. This book has all the information you need after getting a degree and losing all that information after binge drinking and running into a redwood while drunk \ high (either).

Economical Growth is helping Greenhouse during a major transition over the past few months from "spamming" to ABSD. Every sales manager benefitted from understanding the concepts in the book and its practical application. As the VP of Sales, I personally have already read Economical Growth 2x over and expect it to be a critical part of my competitive differentiation. Economical Growth is going to help me win.

Great Book!!! Takes a complex sales development model and condenses it into an easily digestible and understood model for business growth that can be applied with success to numerous industries. Very worthwhile purchase for any sales team looking to increase growth!

Certain sections were not easy read with too many abbreviations.

So I'm about to break into tech sales as an ADR and had already read Predictable Revenue, Fanatical Prospecting, and Secrets of QBS, among others. But when I sat down with Economical Growth, I couldn't stop but kept flipping the pages and taking notes and read it from cover to cover on one sitting.Chris does a phenomenal job to explain Account Based Sales Development (ABSD) and gave his secret formula he used to take MuleSoft to $100M in ARR.I loved how he explains the role of ADRs as crucial soldiers who help their army to cross the chasm (referring to the law of diffusion of innovation from Geoffery Moore's book) and penetrate into the early adopters and early majority to use the company's product.The different ABSD models that he shares including Top-Down, Sales Support, and Lead Capacity model is really insightful. He has reverse engineered the math that goes behind creating a powerful ADR team that gets s#&t done while crushing their quotas.Chris also shows the lead workflow architecture in ABSD and walks you through the whole process from building target accounts to researching to building PPOV to executing the custom cadence based on each account at scale!I also enjoyed his 7-point rubric to evaluate a solid cold email.Whether you're a hungry ADR wanting to level up your prospecting game or a Head of Sales who aspires to build a world-class ADR/BDR/SDR team, this book is a must-read.I recently had an opportunity to talk to Chris and he said that the laws he shared in Economical Growth is the past. The present and the future that he's executing in CoreOS is even more awesome!Economical Growth is ABSD done the right away and in steroids. Pick up the book, read it, and then pass it on.

Great idea that should be updated with more data, and examples.