![]() |
Shane Gibson (@shanegibson) |
Sales is about creating an environment where an act of faith can take place. Social media helps this by allowing trust building dialogue.
|
By Larry Chiang
Selling is hard
–1–
Selling for a Fortune 100 company is hard.
–2–
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.
–3–
Failing as an engineer is tough but super rewarding. Auren Hoffman wrote of the 10x productivity effect for Econ majors.
![]() |
Larry Chiang (@LarryChiang) |
“It is a 2,000x productivity effect if you’re a CSmajorCRO or csMajorCEO”
— Larry Chiang
–4–
Whales. Trying to land one large whale of a customer avoids the pain by delaying the pain.

![]() |
Larry Chiang (@LarryChiang) |
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
|
![]() |
Larry Chiang (@LarryChiang) |
5/ Reduce to the recockulous. Offer a full 100% rebate (#LCRRM). Do an #InternalEscrow. Hard sell the free #ENGR145s
|
Mitigate and eliminate risk for the purchasing manager!
![]() |
Larry Chiang (@LarryChiang) |
“Sales is about creating an environment where an act of faith can take place.”
–Shane Gibson