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Shane Gibson (@shanegibson) |
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Sales is about creating an environment where an act of faith can take place. Social media helps this by allowing trust building dialogue.
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By Larry Chiang
Selling is hard
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Selling for a Fortune 100 company is hard.
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Selling as your new startup is harder yet. As an engineer, I’ve done both. As a teacher and curator, I see startups attempting to sell.
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Failing as an engineer is tough but super rewarding. Auren Hoffman wrote of the 10x productivity effect for Econ majors.
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Larry Chiang (@LarryChiang) |
“It is a 2,000x productivity effect if you’re a CSmajorCRO or csMajorCEO”
— Larry Chiang
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Whales. Trying to land one large whale of a customer avoids the pain by delaying the pain.
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Larry Chiang (@LarryChiang) |
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Trying to hard to land a whale?? (aka complete a HAIL MARY in the 1st qtr) #Ch6 (sales); #CS183s (CS for sales) pic.twitter.com/PjjoIVwYWG
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Larry Chiang (@LarryChiang) |
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5/ Reduce to the recockulous. Offer a full 100% rebate (#LCRRM). Do an #InternalEscrow. Hard sell the free #ENGR145s
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Mitigate and eliminate risk for the purchasing manager!
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Larry Chiang (@LarryChiang) |
“Sales is about creating an environment where an act of faith can take place.”
–Shane Gibson
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