- Title
- Dedication
- Contents
- About the Author
- Introduction
- PART I: Market, Product, and Entrepreneur
- CHAPTER 1: Poor Product-Market Fit: Pivot Your Way to a Successful Launch
- CHAPTER 2: Bad Products: Less Is More
- CHAPTER 3: The Missing Entrepreneur: Market Visionary and Product Picker
- An Entrepreneur with a Capital E
- Where’s Marc?
- An Entrepreneur’s Quest: The Big Idea
- Picking the Right Product for Your Market
- Teams Without a Clear Vision Fail
- Money Doesn’t Help When You Don’t Have Users
- Hire for Operations
- How to Hire Great People
- Always Act Like an Entrepreneur
- Focus on What You’re Great At
- Starting vs. Leading
- Fail Fast
- Summary
- PART II—Sales and Marketing
- CHAPTER 4: Investing in Sales and Marketing Too Early: Know When to Spend—and When Not To
- The Real Cost of Spending Too Early
- Ratcheting Up the Burn Is Easy—Bringing It Down Is Difficult
- Don’t Mistake a Lack of Product-Market Fit for Poor Execution
- Understand the Traction Curve
- Create Unique Value
- Too Late for Hope, Too Early for Traction
- Are You Ready to Throw Gas on the Fire?
- Get Out There and Sell
- Summary
- CHAPTER 5: Losing Money on Sales: Put Sales Leverage to Work for You
- CHAPTER 6: Invisible Startups: Market Your Startup Without Incinerating Cash
- CHAPTER 4: Investing in Sales and Marketing Too Early: Know When to Spend—and When Not To
- PART III—Execution
- CHAPTER 7: Failing to Communicate: Words Matter
- CHAPTER 8: Not Getting Started: How to Get Your Company Off the Ground
- CHAPTER 9: Failing to Execute: Lessons on Growth
- Lack of Execution
- Startups Are Fluid Organizations
- Under-Resourced or Over-Resourced?
- Failing to Manage Cash
- Executing Early vs. Executing at Scale
- Hiring Help to Scale
- Know Your Numbers
- The Goal: Repeatable, Profitable Acquisition
- The Myth of First-Mover Advantage
- How the Late Entrants Won
- Become the Market Leader
- When the Market Outruns You
- Summary
- PART IV: Capital and Liquidity
- Index
-
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