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Matthew Elwell

Nick James

Cold to Sold

Serve, Sell & Scale Your Way To Business Success

Foreword – Introduction – Part One: Building Your Expert Business – 1 Performance To Build – 2 Marketing To Build – 3 Pitching To Build – 4 Operations To Build – Part Two: The Perfect Sales Process – 5 The Four Cornerstones Of Successful Sales – Part Three: Before The Written Proposal: The Coalface – 6 Cold Prospect – 7 Prospect – Part Four: After The Written Proposal – 8 Warm Prospect – 9 Hot Qualified Lead – Conclusion – Appendix 1: Cold Calling – Appendix 2: The Scripts – Acknowledgements – The Author

A SHORT COURSE IN BASIC FINANCE. LEARN FAST AND CHECK YOUR PROGRESS WITH PRACTICAL EXERCISES 7 Lessons in Finance For Non-Financial Managers&nbsp;is a simple training course in basic finance, giving you everything you need to know in just seven short chapters. From the profit statement and the balance sheet through to costing and budgets, it will help you deal confidently with questions such as 'What is the return on investment?', 'Do we have the resources?' and 'What are the cash implications?' * Lesson 1: The profit statement * Lesson 2: The balance sheet * Lesson 3: Published accounts * Lesson 4: Accounting ratios and investment decisions * Lesson 5: Cash and working capital * Lesson 6: Costing * Lesson 7: Budgets Explore the main themes and ideas, get a basic knowledge and understanding of the key concepts, and test your progress with practical and thought-provoking exercises.&nbsp;7 Lessons in&nbsp;Finance For Non-Financial Managers&nbsp;is your fastest route to success. ABOUT THE SERIES 7 Lessons&nbsp;books are for managers, leaders, and executives who want to succeed at work. From negotiating and content marketing to finance and social media, the series covers the business topics that really matter and that will help you make a difference today. Written in straightforward English, each book is structured as a seven-day course so that with just a little work each day, you will quickly master the subject. In a fast-changing world, this series enables you not just to get up to speed, but to get ahead.

Master the Basics of Finance in 7 Steps

7 Lessons in Finance for Non-Financial Managers

Keep Building and Don't Come Down is a 31-day guided coaching journey designed to help entrepreneurs, business owners, leaders, and aspiring professionals stay focused on their purpose, overcome distractions, and build with confidence.Inspired by the determination of Nehemiah, this book encourages readers to remain committed to the work they have been called to do, even when faced with fear, setbacks, self-doubt, or outside opposition. Each daily reading combines practical coaching, thoughtful reflection, and actionable exercises that help readers strengthen their mindset, clarify their vision, and move forward with intention.Built around the D.O.C. Coaching Method(TM)-Discover. Own. Cultivate.-each chapter challenges readers to discover new perspectives, own their decisions, and cultivate lasting habits that support personal and professional growth.Whether you are launching a business, leading a team, pursuing a dream, or rebuilding after disappointment, Keep Building and Don't Come Down provides the encouragement and accountability needed to stay the course. This is more than a devotional or journal-it is a coaching experience designed to inspire consistent action and lasting transformation.If you're ready to stop coming down from your assignment and start building with purpose, this 31-day journey will equip you to keep moving forward-one intentional step at a time.

Keep Building and Don't Come Down

How to Build a Prospecting Playbook (for Sales Leaders)

Graphic Sales

Building a successful business begins with understanding who you are trying to serve. Yet many entrepreneurs and small business owners struggle to clearly define their ideal customers, understand what they value, and communicate in ways that genuinely connect with them. Ideal Customer Blueprint offers a practical, step-by-step approach to customer attraction and marketing. It helps entrepreneurs, coaches, freelancers, and small business owners move beyond assumptions and develop a clearer understanding of the people they want to reach. Readers will learn how to identify their ideal customer, uncover their needs and motivations, develop relevant offers and compelling marketing messages, and choose the channels where their audience is most likely to engage. The book also explores how to create meaningful content, strengthen brand identity, build trust, and generate qualified leads. Whether launching a new venture or growing an established business, Ideal Customer Blueprint provides practical tools and strategies for creating a more focused, consistent, and sustainable approach to marketing and customer growth. With clarity about who they serve and why those customers should choose them, entrepreneurs can build stronger connections, make more informed marketing decisions, and create businesses positioned for long-term growth.

IDEAL CUSTOMER BLUEPRINT

A Short Guide to Mastering SaaS and XaaS Pricing

The 100-Page Subscription Pricing Book

The business section of any bookstore is full of biographies that celebrate celebrity billionaires and superstar CEOs. While such stories can be motivational, they tend to gloss over the gritty details and therefore are not all that relatable or useful to the everyday businessperson. Mark Haertzen's memoir is different. Think of Mark as the serial entrepreneur next door - an ordinary guy who, by most standards, achieved extraordinary success - which is what makes his story so interesting, relevant, and practical.Stay Thirsty chronicles Mark's 60-year entrepreneurial journey, which began at the age of 6, with refreshing honesty and humility. His most significant venture, Rocket Man, serves as the primary case study for his thoughts and reflections. He covers the company's 31-year lifecycle in vivid, sometimes painful detail - from a startup launched with a prototype he built in his garage to a global manufacturer and exporter of beverage dispensing equipment with sales in 65 countries. Mark then recounts the company's bold, strategic pivot to become a leading provider of walking vendors for the stadium foodservice industry, hawking beer and other drinks at 75 venues from Delaware to California- including appearances at the NCAA Final Four, World Series and multiple Super Bowls, and Kentucky Derbies.Few memoirs give such a raw, unfiltered account of the risks and struggles involved in building businesses and the impact they have on one's life and family. Mark describes not only his biggest wins, but also the gut-wrenching failures and insecurities he overcame to achieve them in a decades-long transformation from an impulsive and instinct-driven "born" entrepreneur into a logical, data-driven business leader. He also explores the important role mentors and partners played in his accomplishments, reinforcing his belief that entrepreneurship is a team sport. Full of instructive insights, Stay Thirsty is both a celebration of entrepreneurial ambition and a call to accept the risk, take the plunge, and write your own story.

A Serial Entrepreneur's Tale of Success & Failure

STAY THIRSTY

A SHORT COURSE IN SALES BASICS. 7 Lessons in&nbsp;Sales&nbsp;is a quick course in selling, giving you everything you need to know in just seven short chapters. From listening and asking pertinent questions, to presenting the features and benefits of your product or service to match your customer's needs, you'll discover how to become a world-class salesperson. * Lesson 1: Jump-start your success formula * Lesson 2: Develop product and service expertise * Lesson 3: Understand buying motives * Lesson 4: Turn objections to your advantage * Lesson 5: Presentations and closings * Lesson 6: Create action-provoking systems * Lesson 7: Implement motivation and support systems Explore the main themes and ideas in sales, get a basic knowledge and understanding of the key concepts, and test your progress with practical and thought-provoking exercises.&nbsp;7 Lessons in Sales&nbsp;is your fastest route to success. ABOUT THE SERIES 7 Lessons&nbsp;are for people who want to succeed at work. From negotiating and content marketing to finance and social media, the series covers the business topics that matter and that will help you make a difference today. Written in straightforward English, each book features a course of 7 short lessons so that with just a little work, you can quickly master the subject.

Master the Basics of Selling in 7 Steps

7 Lessons in Sales

Now in paperback! Learn to launch, grow, and scale your membership business with Stu McLaren, founder of Membership.io and host of the Marketing Your Business podcast. "In a shifting world, Stu McLaren champions the transformative power of memberships, leading the way in community building and business growth." - Gabby Bernstein, #1 New York Times best-selling author of The Universe Has Your Back What if you could stop chasing one-off sales and build a business that pays you consistently, month after month? In Predictable Profits, membership expert Stu McLaren pulls back the curtain on how to create a thriving membership business that doesn't just bring in revenue-but does so predictably, allowing you to focus on what truly matters to you. Drawing on nearly two decades of membership experience, Stu shares: · Three telltale signs that you have a perfect market for a membership site · How to effortlessly attract new members-even if you don't like to "sell" · Why closing your doors will lead to faster and more explosive growth in your membership · A simple blueprint for creating irresistible content that keeps your members coming back for more · What to do in the first 30 days to triple the lifetime value of your members Predictable Profits is packed with real-life success stories, actionable insights, and all the inspiration you need to create financial stability, positive impact, and ultimate freedom. Turn what you already know, love, and do into a thriving online business.

Transform Your Business from One-Off Sales to Recurring Revenue with Memberships and Subscriptions

Predictable Profits

GO TO MARKET LIKE YOU MEAN IT: The Tactical Field Guide for Scaling SaaS Revenue is the first book in the Go To Market Like You Mean It(TM) series.

This book is a practical operating system for B2B SaaS founders and operators who need a repeatable revenue engine, not more theory. Most startups fail not because of product quality, but because their go-to-market motion never becomes predictable.

Written by the operators at Mir Meridian, this field guide distills real-world experience building and scaling revenue systems from zero to $100M+. It is designed for founders, CEOs, and revenue leaders navigating founder-led sales, early scale, or stalled growth.

Inside, you will learn how to:
Build a 30-day RevOps backbone that exposes funnel leaks
Define ICPs based on actual buying behavior
Create scalable messaging beyond the founder
Hire and manage sales teams with clear scorecards and operating rhythms
Run disciplined founder-led or founder-light sales motions



Each chapter delivers actionable frameworks, operator commentary, and ready-to-use templates built for startup environments.

If you are done guessing and ready to build a revenue machine with intent, this book is your starting point and the foundation for the Go To Market Like You Mean It(TM) series.

The Tactical Field Guide For Scaling SaaS Revenue

Go To Market Like You Mean It

HBR's 10 Must Reads

Put customers at the core of your business.If you read nothing else on marketing, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you connect better with your established customers, develop offerings that attract new ones, and unlock opportunities for growth.This book will inspire you to: <ul><li>Align your sales and marketing teams for maximum impact</li><li>Measure the real-world value of customer loyalty</li><li>Blend human and machine intelligence to manage your brand</li><li>Reap the benefits of psychological targeting, ethically</li><li>Develop influencer campaigns that generate real returns</li><li>Build a customer strategy around personalization</li></ul>This collection of articles includes "Marketing Myopia," by Theodore Levitt; "Net Promoter 3.0," by Fred Reichheld, Darci Darnell, and Maureen Burns; "Analytics for Marketers," by Fabrizio Fantini and Das Narayandas; "Personalization Done Right," by Mark Abraham and David C. Edelman; "What Psychological Targeting Can Do," by Sandra Matz; "Why CMOs Never Last," by Kimberly A. Whitler and Neil A. Morgan; "Are Your Marketing and Sales Teams on the Same Page?," by Kelsey Raymond; "How AI Can Power Brand Management," by Julian De Freitas and Elie Ofek; "Attract New Customers Without Alienating Your Old Ones," by Ryan Hamilton and Annie Wilson; "Does Influencer Marketing Really Pay Off?," by Fine F. Leung, Jonathan Z. Zhang, Flora F. Gu, Yiwei Li, and Robert W. Palmatier; "The Right Way to Build Your Brand," by Roger L. Martin, Jann Schwarz, and Mimi Turner; "Is Your Marketing Organization Ready for What's Next?," by Omar Rodríguez-Vilá, Sundar Bharadwaj, Neil A. Morgan, and Shubu Mitra.HBR's 10 Must Reads are definitive collections of classic ideas, practical advice, and essential thinking from the pages of Harvard Business Review. Exploring topics like disruptive innovation, emotional intelligence, and new technology in our ever-evolving world, these books empower any leader to make bold decisions and inspire others.This Updated and Expanded edition features new, breakthrough articles, additional short-form pieces, and a detailed discussion guide to give you and your team the tools you need for sustained success.

HBR's 10 Must Reads on Marketing, Updated and Expanded (featuring "Marketing Myopia" by Theodore Levitt)

Following the success of Business Champ, CA Malay Damania returns with a practical guide for the hardworking entrepreneur who feels stuck despite rising sales. Many business owners lead with instinct rather than data, leaving them at the mercy of their own numbers.This book isn't about complex accounting or technical jargon; it is a roadmap to financial clarity. It is designed to help you stop guessing and start leading by mastering the one skill that separates struggling owners from those in total control: the ability to understand your numbers.Move beyond the stress of financial uncertainty and gain the confidence to make informed, strategic decisions that turn growth into true stability and freedom.

Financial Confusion to Clarity

Finance for Non-finance Entrepreneurs

Uncovering True North

Cold to Sold

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