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Conveying and Transferring Value as an Engineer, On a Cold Sales Call

by Larry Chiang on December 12, 2015

By Larry Chiang
Yes, engineers sell. 
There is an entire industry of technical sales people. Typically, lesser schools like University of Illinois, produce sales engineers πŸ˜‰
Well, my thesis at MIT was “do some sales even though you go to a top 2 engineering school”. Selling helps when you’re two to five CS major co-founders. Selling as an engineer helps when you’re a developer. 
At Stanford’s #ENGR245 class, there was an required set of readings that had a conclusion: “You cannot outsource selling”
Its Professor Blanks ‘startup death spiral’
That’s the problem
This is the solution to startup death spiral: #cs183s

Larry Chiang (@LarryChiang)
I send a tidal wave of value during my cold call. I am a engineering major who teaches #cs183s, like that ;-P…

Larry Chiang (@LarryChiang)
9 Techniques For Closing a Deal via Voicemail | Gigaom #cs183s…

This is a patternistic problem that has plagued technical founders since the beginning of time. Y=0 if you can’t sell. 

It doesn’t matter if X = huge. 
A lot of the time y=0…

Learn #cs183s so that Y won’t equal zero. 

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