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In The Media

Executing Alex Salazar’s Best Startup Tip

by Larry Chiang on May 29, 2014

By Larry Chiang
I sat in the front row when Alex spoke and took crazy notes. Some at Stanford University would call this “Sitting first chair entrepreneurship”.
Remember, if you don’t have the book-smart confidence to sit in the front row to learn about street smarts in a classroom, you can get that confidence to sit ‘first chair entrepreneurship’
Alex Salazar (@SalaTzar)
How to run a sales call on…

On slideshare slide 9, Alex talked about turning “active needs” into specific-dollar-savings-expenses. He stressed the inability of founders to talk cash-money. My paraphrase.

His exact words were, “on sales calls, it’s important to define dollars”. If you’re a CS major, there is a founder subroutine to seek out: #EUBM. It’s the six way marriage of 6 concepts, EUBM is:
– Alex’s concepts to getting a sales prospect to define cost in dollars
– product-market-fit.
– the Tim Chang, Philip Kaplan “market hack” that I learned at the top floor of the Westin #textMe
– “lean”
– ‘getting out of the building’ as per Steve Blank
– HBS’ “fifth epiphany” #GoogleIt
Alex Salazar’s a CS major that sells. He learned sales by working for his parents “selling the African continent” as an IBM reseller. That was Alex parents business. If you’re a CS major, take a few simple steps to learn promotion and distribution skills that might lead to sales
For example, some simple promo skills are inside…
ENGR145’s Anchor Concept: Lemonade and Gua Gua Guacamole
It moves you to the right on the entrepreneur bell curve
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