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In The Media

Buying From a Startup Requires Faith But Purchasing Managers Take Zero Risk

by Larry Chiang on June 11, 2015

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
Selling for a Fortune 100 company is hard. 
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. 
Failing as an engineer is tough but super rewarding. Auren Hoffman wrote of the 10x productivity effect for Econ majors. 

Larry Chiang (@LarryChiang)
LESSONS #Ch6 is SALES #Ch11 is Failing Fwd via…

“It is a 2,000x productivity effect if you’re a CSmajorCRO or csMajorCEO”

— Larry Chiang
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)
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!

“Sales is about creating an environment where an act of faith can take place.”
–Shane Gibson 

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