Larry Chiang is a credit industry expert and a J.B.A. (Jedi in Business Administration). As padawan to Mark McCormack, Chiang got to keynote at a University he was verbally recruited to: “Harvard Law School”. Afterwards, Harvard Business wrote: “What They Don’t Teach You at Stanford Business School”. Be a Jedi in Business Administration by reading the Harvard HARBUS posts that cite and source his mentor’s book, “What They Don’t Teach You at Stanford Business School”and and see his latest credit bureau based, entrepreneurship article, “Follow Your CS183B Effort, Not Your Passion”. In this post, we discuss CS major CRO’s where revenue is brought in by a computer science major. I even curate a hashtag for this: #CSmajorCRO
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0-$600,000 is zero to 600k = #ZeroPt6
5e/ blind VCs leading the smart-dumb founders who outsourced company building to an external vp of sales (Steve Blank spoiled the plot: vp of sales get founders fired. Here are five posts where Professor Blank shows why founders get fired
American Express hosts me mentoring you about FICO scores at New York Fashion Week
CEO of Duck9
https://whattheydontteachyouatstanfordbusinessschool.com/blog/?s=Ny+times+bestseller
-YC doesn’t teach founders how to sell. They are very non-sales.
-You don’t gain anything by quitting and doing a hard reset selling for a small startup.
-Bring 2 laptops to work because you are working on “CS GA Tech” but really it is for a side project.
-Build out a sequel business to your business
-Build out a loyal team of CS majors who can sell, so when someone hires you they are hiring $3M in revenue
-Check out videos from Larry: 145V and 145W (can’t remember full video titles).
-Use internal deliverables to parlay external deliverables, e.g. use the time to see who is worth recruiting from the inside
-Selling the first $3M is not the same as selling the 59th $3M.
-Don’t be a pie in the sky “product guy.” You can be a product guy when you are talking to the customer about what changes need to happen to make the deal work.
-The 36th sales guy gets screwed because as he trains more people he is essentially undoing himself (but see note about parlaying internal deliverables)