| Title | Author(s) | Relevant Link | Type | Publisher | Pub Date (MMM YYYY) | Combined Ref | Chapter |
|---|---|---|---|---|---|---|---|
Cremons, D. | Book | D Cremons | Jan 2022 | All | |||
Jay Vasantharajah Blogs | Vasantharajah, J. | Blog | Jay Vasantharajah (Atlastview Equity) | All | |||
Growth outside the core | Zook, C. and Allen, J. | Article | Harvard Business Review | Dec 2003 | Define target customers | ||
R&D tax credits - BDO | Website | BDO UK | Apr 2023 | R&D tax credit | |||
R&D tax credits - HMRC 2 | Website | HM Revenue & Customs | Jul 2023 | R&D tax credit | |||
R&D tax credits - HMRC 1 | Website | HM Revenue & Customs | Oct 2023 | R&D tax credit | |||
Battlecards - HubSpot | Beltis, A.J. | Article | HubSpot | May 2022 | Define target customers | ||
Battlecards - Breadcrumbs | Tan, P. | Article | breadcrumbs.io | Jan 2023 | Define target customers | ||
Ideal Customer Profile (ICP) | qualtrics | NA | Define target customers | ||||
Segmentation | Kotler, P. et al | Book | Pearson | Jan 2005 | Define target customers | ||
You Can’t Teach a Kid to Ride a Bike at a Seminar | Mattson, D. Sandler Inc | Book | McGraw Hill | Jan 2015 | |||
B2B Buyer persona | Foo, S. | Article | SpeechSilver | Oct 2020 | Define target customers | ||
Sandler training | Swatman, S. | Extract of personalised training | Oct 2023 | Lead generation - sales led | |||
Improving sales lead generation | Article | Salesforce | Lead generation - sales led | ||||
Referral survey | Article | Nielsen | Apr 2012 | Lead generation - sales led | |||
MQL journey | Article | Intuit Mailchimp | Lead generation - marketing led | ||||
Website | Statista | 2022 | Lead generation - marketing led | ||||
MQL vs SQL | Riserbato, R. | Blog | HubSpot | Jan 2023 | Lead generation - marketing led | ||
Guide to content marketing | Baker, K. | Blog | HubSpot | Jun 2023 | Content marketing insights (MQL) | ||
Content calendar | Coleman, B. | Blog | HubSpot | Nov 2023 | Content marketing insights (MQL) | ||
Lead scoring 101 | Cox, L. K. | Blog | HubSpot | Jan 2019 | Lead scoring (MQL) | ||
How to score leads | Vaughan, P. | Blog | HubSpot | Feb 2012 | Lead scoring (MQL) | ||
Lead scoring properties | Website | HubSpot | Nov 2023 | Lead scoring (MQL) | |||
Lead qualification - NOTE | Holovnenko, A. | Blog | Cience | Aug 2020 | Pipeline and qualification | ||
Sales methodologies | Brudner, E. | Blog | HubSpot | Jul 2022 | Pipeline and qualification | ||
Solution selling framework | Bishop, C. | Blog | Zendesk | Jan 2023 | Pipeline and qualification | ||
Value of keeping right customers | Gallo, A. | Article | Harvard Business Review | Oct 2014 | Existing customers | ||
Retention > Acquisition | Charlton, G. | Blog | econsultancy.com | Aug 2013 | Existing customers | ||
Customer churn | George, D. | Blog | Customer Experience Magazine | Apr 2016 | Existing customers | ||
Business relationships | Lund, J. | Blog | SuperOffice | May 2021 | Existing customers | ||
Account management | Yip, G.S. and Bink, A.J.M. | Article | Harvard Business Review | Sep 2007 | Existing customers | ||
Financial discipline | Article | Quadient | Reporting discipline | ||||
Accounting 101 | Blog | QuickBooks | Jul 2015 | Reporting discipline | |||
Unearned revenue | Article | Xero | Reporting discipline | ||||
O’Hearn, S. et al | Article | PwC | 2016 | Cost efficiency | |||
Resource allocation | Atsmon, Y. | Article | McKinsey & Company | Aug 2016 | Cost efficiency | ||
Zero based budgeting | Househam, S. and Mignerey, C. | Article | McKinsey & Company | Mar 2017 | Cost efficiency | ||
Cash flow forecasting tips | Bailey, A. | Article | Forbes | Dec 2019 | Cash flow forecasting | ||
Cash flow projection fundamentals | Article | FasterCapital | Dec 2023 | Cash flow forecasting | |||
Working capital optimisation | Paunonen, E. | Blog | Sievo | Aug 2023 | Improve your working capital | ||
Annual billing | Article | Maxio | Oct 2016 | Improve your working capital | |||
Essential SAAS metrics | Article | Stripe.com | Mar 2023 | Key performance indicators | |||
Churn and retention rates | Page, J. | Article | SAAS Academy | Key performance indicators | |||
Extreme Reliability | Article | Permanent Equity Playbook | |||||
Say-Do Ratio | Article | Forbes |
Note: For some sources, details on fields such as Author(s), publishing date were not available.