Sean Ellis

How to launch a new product and achieve product-market fit without being overwhelmed. This book is a comprehensive guide to your go-to-market strategy. GTM Strategist is an actionable step-by-step handbook packed with tactics and strategies from 54 leading go-to-market (GTM) experts, from companies such as: Hubspot, Miro, Figma, Metabase, CXL, and many more. The book guides you to answer questions like: Who am I selling to?What price should I set?What marketing channels should I focus on?What growth techniques will take us there? In Growth and Marketing, we were taught how the “big tech” companies grew to their heights more than a decade ago. They had bigger budgets, teams, and global talent. Markets were less saturated. Customers were more excited about innovation. What worked for these giants ten years ago is unlikely to make you the next unicorn in the 2020s. We need a different, modern playbook for GTM. One that applies to bootstrapped startups, clever leaders in tech companies, and independent innovators. So I went on a journey. I devoted a year of my life to interviewing more than 50 experts who shared their “go-to-market” secrets. They provide actionable advice that guides you to product-market fit, complemented by my own decade of experience working with high-profile unicorns and enterprises such as Google, Rocket Internet, Bayer, and Heineken, along with more than 350 startups. Inside this book, you'll find: The most well-researched step-by-step guide that walks you through every element you need to start profitably selling your products: from market research to pricing, positioning, and beyond.135 mental models and 17 workshop templates that will help you and your team build a winning GTM strategy.A heap of practical examples and advice by growth experts from these leading companies: Amplitude, Miro, Hubspot, Figma, MongoDB, The Predictive Index, CXL, Foreo, Zebra BI, and many others. By the end of the book, you'll: Have a proven step-by-step GTM strategy that will make your next launch a whopping success.Get hands-on experience from stellar GTM experts and apply them to your company.Make decisions with confidence using field-tested frameworks and mental models.

"Product-Led Onboarding is a must-read for anyone embarking on the critical activity of improving their user onboarding." - Sean Ellis, Founder of GrowthHackers.com and Author of Hacking Growth "Product-Led Onboarding provides a detailed, practical, how-to guide to crafting the perfect user onboarding experience." Nir Eyal, bestselling author of Hooked and Indistractable Just like dating, your company's growth depends on first impressions. If you've been in the SaaS space for some time, you're probably all too familiar with these problems: Free accounts don’t convert to paid nearly as often as you would like.A large chunk of users never get to experience the full value of the product.Your platform is littered with dead accounts that are taking up valuable space.Let’s face it. Today’s users are impulsive and easily distracted. They don’t have the time (or patience) to try and figure things out by themselves. They expect the product to be intuitive. Easy. And fast. What’s more, they want more than they paid (or didn’t pay) for, and they want it now. So, if their first date with your product is anything but silky-smooth, you risk losing out to the competition. Add to that a few, unfairly poor reviews and you’ll be more than just stuck. In this book, you’ll learn the simple 6-step strategy used by giants like Mixpanel, Ubisoft, and Outsystems that will get you more loyal clients in a fraction of the time. Best of all, it’s a process that will easily become second nature. Learn how to: Grab your customers’ attention from the get-go.Make it easier for users to get good at using your product so they are more likely to use it.Match value with behaviors and get users addicted to your product.Win loyalty and praise by making clients feel like a VIP.Involve sales and high-touch support in the onboarding process.Rinse and repeat, and watch your business grow while you sleep.Get this right and your new users will thrive with your product, and become lifelong customers.

This Wall Street Journal bestseller is captivating readers of Adam Grant, Dan Pink, and James Clear and has been called "a lifechanging book as much about life as it is about selling." What if the greatest salespeople on the planet are the opposite of who you think they are? Everyone sells, every day. It's why the most successful people are so good at selling themselves, their ideas, or their products. Yet when people hear the word "sales" they think of some version of the overly confident, manipulative, "don't-take-no-for-an-answer" stereotype. Because of these misperceptions, when they find themselves in a situation where they need to sell, they feel compelled to put on the persona of a "good salesperson." But there's a disconnect between who we think good salespeople are and who they actually are. In any room, they're not the most self-confident, they're the most self-aware. They're not the most sociable, they're the most socially aware. And they don't succeed in spite of obstacles, they succeed because of obstacles. Colin Coggins & Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in between in hopes of understanding why they're so extraordinary. They found that as different as all these incredible people were, they all had an eerily similar approach to selling. It didn't matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extraverted, jovial or stoic - they were all unsold on what it meant to sell and unsold on who people expected them to be. The Unsold Mindset reveals a counterintuitive approach to not just selling, but life. This book is not about "building rapport," "objection handling," or "trial closes." It's a journey toward an entirely new mindset — because the greatest sellers on the planet aren't successful because of what they do, they're successful because of what they think. Being a good person and a good salesperson aren't mutually exclusive. The Unsold Mindset will change the way you think about selling and the way you think about yourself.

Marc Andreesen once said that "markets that don't exist don't care how smart you are." Whether you're a startup founder trying to disrupt an industry, or an intrapreneur trying to provoke change from within, your biggest risk is building something nobody wants. Lean Analytics can help. By measuring and analyzing as you grow, you can validate whether a problem is real, find the right customers, and decide what to build, how to monetize it, and how to spread the word. Focusing on the One Metric That Matters to your business right now gives you the focus you need to move ahead--and the discipline to know when to change course. Written by Alistair Croll (Coradiant, CloudOps, Startupfest) and Ben Yoskovitz (Year One Labs, GoInstant), the book lays out practical, proven steps to take your startup from initial idea to product/market fit and beyond. Packed with over 30 case studies, and based on a year of interviews with over a hundred founders and investors, the book is an invaluable, practical guide for Lean Startup practitioners everywhere.

A look deep inside the new Silicon Valley, from the New York Times bestselling author of The Everything Store. Ten years ago, the idea of getting into a stranger's car, or a walking into a stranger's home, would have seemed bizarre and dangerous, but today it's as common as ordering a book online. Uber and Airbnb have ushered in a new era: redefining neighborhoods, challenging the way governments regulate business, and changing the way we travel. In the spirit of iconic Silicon Valley renegades like Steve Jobs and Bill Gates, another generation of entrepreneurs is using technology to upend convention and disrupt entire industries. These are the upstarts, idiosyncratic founders with limitless drive and an abundance of self-confidence. Led by such visionaries as Travis Kalanick of Uber and Brian Chesky of Airbnb, they are rewriting the rules of business and often sidestepping serious ethical and legal obstacles in the process. The Upstarts is the definitive story of two new titans of business and a dawning age of tenacity, conflict and wealth. In Brad Stone's riveting account of the most radical companies of the new Silicon Valley, we discover how it all happened and what it took to change the world.

The definitive playbook by the pioneers of Growth Hacking, one of the hottest business methodologies in Silicon Valley and beyond. It seems hard to believe today, but there was a time when Airbnb was the best-kept secret of travel hackers and couch surfers, Pinterest was a niche web site frequented only by bakers and crafters, LinkedIn was an exclusive network for C-suite executives and top-level recruiters, Facebook was MySpace’s sorry step-brother, and Uber was a scrappy upstart that didn’t stand a chance against the Goliath that was  New York City Yellow Cabs. So how did these companies grow from these humble beginnings into the powerhouses they are today? Contrary to popular belief, they didn’t explode to massive worldwide popularity simply by building  a great product then crossing their fingers and hoping it would catch on. There was a studied, carefully implemented methodology behind these companies’ extraordinary rise. That methodology is called Growth Hacking, and it’s practitioners include not just today’s hottest start-ups, but also companies like IBM, Walmart, and Microsoft as well as the millions of entrepreneurs, marketers, managers and executives who make up the community of Growth Hackers. Think of the Growth Hacking methodology as doing for market-share growth what Lean Start-Up did for product development, and Scrum did for productivity. It involves cross-functional teams and rapid-tempo testing and iteration that focuses customers: attaining them, retaining them, engaging them, and motivating them to come back and buy more. An accessible and practical toolkit that teams and companies in all industries can use to increase their customer base and market share, this book walks readers through the process of creating and executing their own custom-made growth hacking strategy. It is a must read for any marketer, entrepreneur, innovator or manger looking to replace wasteful big bets and "spaghetti-on-the-wall" approaches with more consistent, replicable, cost-effective, and data-driven results.