SalesGrowth
From Impossible to Inevitable
Aaron Ross & Jason Lemkin
2016
Summary
Aaron Ross and Jason Lemkin dissect how the fastest-growing SaaS companies build revenue engines that compound over time. The book is organized around seven ingredients of hypergrowth: nailing a niche, creating predictable pipeline, making sales scalable, doubling your deal sizes, turning churn into fuel, building a growth machine, and running it all as a system. Unlike most sales books, it speaks directly to the CEO and founder who needs to architect revenue, not just close individual deals.
Key Takeaways
- 1Nail a niche first: hypergrowth starts from dominating a narrow, specific segment
- 2Predictable revenue requires dedicated outbound prospecting separated from closing
- 3Customer success is a revenue function, not a support function — reduce churn relentlessly
- 4Double your deal size by selling to larger customers earlier than feels comfortable
- 5Systems beat heroes: build processes that produce results regardless of who runs them
- 6Your fastest growth often comes from inside your existing customer base, not new logos