{"id":2251,"date":"2014-05-29T13:45:12","date_gmt":"2014-05-29T17:45:12","guid":{"rendered":"https:\/\/www.duck9.com\/?p=2251"},"modified":"2015-07-27T17:23:41","modified_gmt":"2015-07-27T21:23:41","slug":"executing-alex-salazars-best-startup-tip","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/executing-alex-salazars-best-startup-tip\/","title":{"rendered":"Executing Alex Salazar’s Best Startup Tip"},"content":{"rendered":"
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By Larry Chiang<\/div>\n
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I sat in the front row when Alex spoke\u00a0and took crazy notes. Some at Stanford University would call this “Sitting first chair entrepreneurship”.<\/div>\n
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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’<\/div>\n
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\"\"<\/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<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

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.<\/p>\n<\/div>\n

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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:<\/div>\n
– Alex’s concepts to getting a sales prospect to define cost in dollars<\/div>\n
– product-market-fit.<\/div>\n
– the Tim Chang, Philip Kaplan “market hack” that I learned at the top floor of the Westin #textMe<\/div>\n
– “lean”<\/div>\n
– ‘getting out of the building’ as per Steve Blank<\/div>\n
– HBS’ “fifth epiphany” #GoogleIt<\/div>\n
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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<\/div>\n
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For example, some simple promo skills are inside…<\/div>\n
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ENGR145’s Anchor Concept: 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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CEO of Duck9<\/div>\n
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****************<\/div>\n
Editor of the BusinessWeek Channel “What They Don’t Teach at Business School”<\/div>\n
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CNN Video Channel: https:\/\/ireport.cnn.com\/people\/larrychiang<\/a><\/div>\n
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Read my last 10 tweets at https:\/\/www.Twitter.com\/LarryChiang<\/a><\/div>\n
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Author, NY Times Bestseller<\/div>\n
https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller<\/a><\/div>\n
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“What They Will NEVER Teach You at Stanford Business School” comes out 11-11-14<\/div>\n
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https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/div>\n
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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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By Larry Chiang I sat in the front row when Alex spoke\u00a0and 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 […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33],"tags":[],"class_list":["post-2251","post","type-post","status-publish","format-standard","hentry","category-cs-major-cro-chief-revenue-officer"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/2251","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=2251"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/2251\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=2251"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=2251"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=2251"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}