{"id":2250,"date":"2014-05-28T14:11:38","date_gmt":"2014-05-28T18:11:38","guid":{"rendered":"https:\/\/www.duck9.com\/?p=2250"},"modified":"2014-05-28T14:19:03","modified_gmt":"2014-05-28T18:19:03","slug":"what-alex-salazar-didnt-stress-but-knows-and-does-more-notes-httpwww-duck9-combloguncategorizedselling-as-a-cs-major-who-had-sales-exp-as-a-14-yo","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/what-alex-salazar-didnt-stress-but-knows-and-does-more-notes-httpwww-duck9-combloguncategorizedselling-as-a-cs-major-who-had-sales-exp-as-a-14-yo\/","title":{"rendered":"What Alex Salazar Didn’t Stress (But Knows and Does) More notes https:\/\/www.duck9.com\/uncategorized\/selling-as-a-cs-major-who-had-sales-exp-as-a-14-yo\/"},"content":{"rendered":"
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Disclosure: this post contains hashtags which are subroutines and require the use of StackOverFlow-GitHub like skills to google. If you’re not CS-versed, please leave.<\/div>\n
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By Larry Chiang <\/div>\n
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ENGR 145 is a hashtag that inc sales into “technology entrepreneurship”. Well, Alex went to GT for CS and then GSB.<\/div>\n
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I wanna focus on “things Alex mentioned but did not stress”. First off, know that I sat first chair entrepreneurship with my friend Valeria Kholostenko <\/div>\n
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Here are Alex’s notes:<\/p>\n\n\n\n\n
<\/td>\nAlex Salazar (@SalaTzar<\/a>)<\/b><\/td>\n<\/tr>\n
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5\/28\/14, 6:38 AM<\/a><\/div>\n
How to run a sales call on slideshare.net\/skipshot41\/how\u2026<\/span><\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Here are my notes “things Alex mentioned but did not stress”<\/span><\/div>\n


<\/span><\/div>\n
-1- “mailing paper”<\/div>\n
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To be fair Alex mentioned this 3x. Mailing things works. <\/div>\n
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For developers, he sends a ‘thank you t-shirt’. Mailing things helps ease a sales call.<\/div>\n
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My mentor, Mark McCormack stressed this too. <\/div>\n
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-2- “Live events”<\/div>\n
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Alex mentioned this post, post event during private Q&A.<\/div>\n
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The idea with live events is to do lead generation in the real world.<\/div>\n
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My mentor, Mark McCormack stressed this too. See sales subroutine #WTDTYAHBS<\/span><\/div>\n

<\/span><\/div>\n
See subroutine “afterparty” maneuver.<\/span><\/div>\n
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-3- “Park a person there”<\/div>\n
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Alex mentioned this concept 4x. [Ask Ian for the video.] When I questioned Alex, after the second time, he dismissed it. Afterwards, he mentioned it two more times.<\/div>\n
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My mentor, Mark McCormack stressed this too!!<\/span><\/div>\n
<\/div>\n
The concept of “park a person there” is to do account-management-on-site. Here are some specifics:<\/div>\n
<\/div>\n
– Offer a two-day a week on site.<\/div>\n
– As per Alex “we sit there and just code, side-by-side” (his 4th mention)<\/div>\n
– being a ‘CS major that sells’, means you’ve done 90% of the work already<\/div>\n
– active needs discovery via #EUBM means it economically makes sense at $50k per account.<\/div>\n
<\/div>\n
Notes:<\/div>\n
-a- This dovetails with “consulting as start revenue”<\/div>\n
-b- this “park a person there” jives as ‘doing things that don’t scale’.<\/div>\n
-c- this leads to the last point “what Alex said but didn’t stress”<\/div>\n
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-4- Affect the RFP.<\/div>\n
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Affect the RFP by “mentor marketing”. <\/div>\n
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If you’re a startup that is doing an #LCMCC sequel company, the innovation you are implementing will be shockingly new to the retards you’re selling.<\/div>\n
<\/div>\n
Walk the retards thru the process. Here is me and my giant brain walking you baby business\/ CS majors thru E145’s subroutines <\/div>\n
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ENGR145’s subroutines: “Lemonade and Gua Gua Guacamole”<\/div>\n
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It moves you to the right on the entrepreneur bell curve <\/div>\n
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<\/a><\/div>\n
<\/div>\n
My mentor, Mark McCormack wrote the book #WTDTYAHBS. Instead of “business recipes from 1983”, I repackaged it as #GuaGuaGuacamole<\/span><\/div>\n

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If you’re female and in CS…,<\/span><\/div>\n
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<\/a><\/div>\n
<\/div>\n
<\/a><\/div>\n
<\/div>\n
CEO of Duck9<\/div>\n
Stanford University Entrepreneur in Residence, Emeritus<\/div>\n
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Duck9 = “Deep Underground Credit Knowledge” 9<\/div>\n
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****************<\/div>\n
Editor of the BusinessWeek Channel “What They Don’t Teach at Business School”<\/div>\n
https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog<\/a><\/a><\/div>\n
CNN Video Channel: https:\/\/ireport.cnn.com\/people\/larrychiang<\/a><\/a><\/div>\n
<\/div>\n
Read my last 10 tweets at https:\/\/www.Twitter.com\/LarryChiang<\/a><\/a><\/div>\n
<\/div>\n
Author, NY Times Bestseller<\/div>\n
https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller<\/a><\/a><\/div>\n
<\/div>\n
“What They Will NEVER Teach You at Stanford Business School” comes out 11-11-14<\/div>\n
<\/div>\n
https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/a><\/div>\n
<\/div>\n
52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering<\/div>\n
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Emergency swings and cutting deals as an 9 year old<\/div>\n
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##########<\/div>\n
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Disclosure: this post contains hashtags which are subroutines and require the use of StackOverFlow-GitHub like skills to google. If you’re not CS-versed, please leave. By Larry Chiang  ENGR 145 is a hashtag that inc sales into “technology entrepreneurship”. Well, Alex went to GT for CS and then GSB. I wanna focus on “things Alex mentioned […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2250","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/2250","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/comments?post=2250"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/2250\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=2250"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=2250"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=2250"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}