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Baby Steps to Startup Sales

by Larry Chiang on January 16, 2015

Larry Chiang’s 5th book, WTDTYASBS, launched at a Harvard Law School keynote, so he knows about grand openings (He even attends and promotes the ones he isn’t invited to also). As CEO of Duck9, he leads an army to help college student consumers get a FICO over 770. Post H.L.S. keynote, Harvard Business wrote: “What They Don’t Teach You at Stanford Business School” (his latest post: “Setting an intention for SXSWi“.

NY Fashion Week is just like the Mom’s Day Fashion Show. Instead of the ‘Union’, its held at Lincoln Center
By Larry Chiang
I have a theory. 
And I have a theorem. 
If you do not know the difference, please leave this blog post. Engineers still here, I’ll lever both theory and theorem.
My theory is that YC founders that sell well had these skills before YC. YC implores “do things that don’t scale But Have Momentum”. My theory is that once you are in, you think: “Ive made it in and because Im at YC, i dont have to learn smarmie sales skills. Every YC founder Ive met that #dttdsBHM’s had these sales skills before they entered YC. 
This “theory” goes towards CS majors self-studying sales and sales execution and sales skills before YC. Now, here comes my theorem as easy to prove as Euclidian geometry
Paying attention to my regurgitating YC partners will get you a nice fat warm intro. Remember, Jessica Ma didn’t apply to YC. She got recruited to YC after PG hijacked my Coupa cafe meeting with Jessica 
More work in sales helps in the face of “uncertainty”
Larry Chiang (@LarryChiang)
RT @paulg: Few have taken doing things that don’t scale to the lengths Adora did:


Theorem: practicing your eyesight as a baseball hitter won’t hurt your chances of seeing baseball stitch rotation. 
Theorem: More sales revenue is helpful versus zero revenue and no paying customers. 

Larry Chiang (@LarryChiang)
Startups Need to Focus on Sales, Not Marketing #dttdsBHM

Theorem: Talking on the telephone helps. 

Larry Chiang (@LarryChiang)
Telephone talkings are the Jedi light sabre inside the YC whiff called #dttdsBHM led by Jessica, Sam, PG et all 
Theorem: Larry Chiang’s hashtag, “#dttdsBHM” helps

Larry Chiang (@LarryChiang)
#DTTDSBHM = do things that don’t scale but have momentum…

Larry Chiang (@LarryChiang)
Cuz if you’re a CS major that can’t do a “Collison install” you’re worthless. #dttdsBHM

Strong words. 

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