Zero to One Hundred

This book serves as a comprehensive guide for startup founders, offering a structured approach to building and scaling a successful sales organization, drawing on two decades of industry experience.

Zero to One Hundred serves as a comprehensive guide for startup founders aiming to establish and scale a successful sales organization. Drawing on her two decades of experience in building go-to-market teams, Stephanie Friedman provides a structured methodology designed to help B2B founders navigate the often chaotic process of developing a sales function. Many entrepreneurs find themselves improvising their way through sales strategies, risking significant time and financial resources. This book addresses that gap by offering a clear playbook for effective sales management.

Friedman outlines a systematic framework that encompasses the essential components of building a high-performing sales team. The book is organized into three distinct phases of startup growth, each filled with actionable insights and practical tactics. From defining a repeatable sales motion to creating a comprehensive sales playbook, Friedman equips founders with the tools needed to hire the right talent and manage their revenue generation effectively. Her experience as both an operator and adviser to numerous successful startups lends credibility to her approach.

The core message of Zero to One Hundred is that even the smallest companies should prepare for future growth. By implementing the principles outlined in this book, founders can adopt a predictable and repeatable sales strategy from the outset. This approach not only facilitates the transition from zero to substantial revenue but also lays the groundwork for building a sustainable and enduring company.