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TV Expert Interviews / Leadership / Jul 9, 2021 / Posted by Amos Schwartzfarb / 1750

The Framework for Building Repeatability into Your Business (video)


How to build a long-term sustainable business? In this Expert Insight Interview, Amos Schwartzfarb discusses his new book Levers: The Framework for Building Repeatability into Your Business. Amos Schwartzfarb is a Managing Director at The Techstars, working with businesses to get them on a high level of repeatability and build long-term sustainability.

This Expert Insight Interview discusses:

  • Focusing on your repeatability
  • Identifying your ideal customer
  • Identifying KPIs
  • Understanding financial model


Starting a business brings so much excitement about growing and scaling that people usually do not think of repeatability. However, to scale your business, you should first develop repeatability. Following some frameworks can bring you closer to achieving repeatability. Those frameworks help you identify your ideal customers, business model and its drivers, what you should prioritize, and how to measure your business.

The Ideal Customer

Knowing your target customer is essential when starting a business. Repeatable sales are necessary for startups, and they come from targeting ideal customers. Strive to close your sales 100 percent of the time. And you can do that only if everything aligns regarding your offer and customers’ timing and personal wants and needs. If somebody says no, that means that person is not your target customer today. Thus, start with customers who completely align with your ideal target, and eventually, when you build repeatable sales, you can expand your target market.

Another essential is to identify all the assumptions on your business and to start prioritizing them. Prioritizing things saves you time and energy to do things that are the most effective for your business. Start ignoring anything that is low priority. Anything that is a high priority and validated, focus on it. Those are daily things that help your business grow.


Understanding how KPIs work in business is a must. Focusing solely on your revenue formula means focusing on a lagging indicator that you cannot change. Thus, focus on things that are directly related to some part of your revenue formula. Those things can change very often, and you can take action on them, meaning they are leading indicators. Doing one thing unlocks something else and ultimately leads to unlocking revenue.

Financial Model

Sometimes people go into opening their business with superficial knowledge of finances, which makes them overoptimistic. However, things usually take longer and cost more than we thought. The financial model helps you understand how the future would look like if certain things happen. Then, you use that understanding to track your business progress, learn from it, and evolve it over time because you have a clearer understanding of how to leverage against unexpected circumstances.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Amos Schwartzfarb has been growing businesses for twenty-five years and investing in startups for the past ten. Since 1997, he’s helped build companies that sold to Yahoo!, R.H. Donnelly, The Home Depot, and more.

Author's Publications on Amazon

'Levers' shows you step by step how to identify and move the levers that unlock growth and create predictability across every aspect of your business.
Buy on Amazon
'Sell More Faster' is an indispensable guide for entrepreneurs seeking product-market fit, building their sales team, developing a growth strategy, and chasing accelerated, sustained selling success.
Buy on Amazon

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