{"id":3486,"date":"2015-01-16T16:58:41","date_gmt":"2015-01-16T20:58:41","guid":{"rendered":"https:\/\/www.duck9.com\/?p=3486"},"modified":"2015-01-17T01:21:22","modified_gmt":"2015-01-17T05:21:22","slug":"baby-steps-to-startup-sales","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/baby-steps-to-startup-sales\/","title":{"rendered":"Baby Steps to Startup Sales"},"content":{"rendered":"<p>Larry Chiang&#8217;s 5th book, WTDTYASBS, launched at a Harvard Law School keynote, so he knows about grand openings (He even attends and promotes the ones he isn&#8217;t invited to also). As CEO of Duck9, he leads an army to help college student <a href=\"https:\/\/www.101secrets.com\/general-population-credit-knowledge.htm\" target=\"_blank\">consumers get a FICO<\/a> over 770. Post H.L.S. keynote, Harvard Business wrote: \u201c<a href=\"https:\/\/www.harbus.org\/2009\/What-They-Dont-Teach-4531\/\" target=\"_blank\">What They Don\u2019t Teach You at Stanford Business School<\/a>&#8221; (his latest post: &#8220;<a href=\"https:\/\/www.duck9.com\/entrepreneurship\/setting-an-intention-for-your-sxsw-practice-at-yoga-journal-conference\/\" target=\"_blank\">Setting an intention for SXSWi<\/a>&#8220;.<\/p>\n<table style=\"height: 155px;\" width=\"156\" cellpadding=\"10\" align=\"left\">\n<tbody>\n<tr>\n<td width=\"100\"><span class=\"embed-youtube\"><iframe loading=\"lazy\" class=\"youtube-player\" src=\"https:\/\/www.youtube.com\/embed\/QXIaNZi3mHQ?version=3&amp;rel=1&amp;fs=1&amp;showsearch=0&amp;showinfo=1&amp;iv_load_policy=1&amp;wmode=transparent\" width=\"260\" height=\"183\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/span><br \/>\nNY Fashion Week is just like the Mom&#8217;s Day Fashion Show. Instead of the &#8216;Union&#8217;, its held at Lincoln Center<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div>\n<div>\n<div>\n<div>\n<div>By Larry Chiang<\/div>\n<div><\/div>\n<div>I have a theory.&nbsp;<\/div>\n<div>And I have a theorem.&nbsp;<\/div>\n<div><\/div>\n<div>If you do not know the difference, please leave this blog post. Engineers still here, I&#8217;ll lever both theory and theorem.<\/div>\n<div><\/div>\n<div>My theory is that YC founders that sell well had these skills before YC. YC implores &#8220;do things that don&#8217;t scale But Have Momentum&#8221;. My theory is that once you are in, you think: &#8220;Ive made it in and because Im at YC, i dont have to learn smarmie sales skills. Every YC founder Ive met that #dttdsBHM&#8217;s had these sales skills before they entered YC.&nbsp;<\/div>\n<div><\/div>\n<div>This &#8220;theory&#8221; goes towards CS majors self-studying sales and sales execution and sales skills before YC. Now, here comes my theorem as easy to prove as Euclidian geometry<\/div>\n<div><\/div>\n<div>Theorem:&nbsp;<\/div>\n<div>Paying attention to my regurgitating YC partners will get you a nice fat warm intro. Remember, Jessica Ma didn&#8217;t apply to YC. She got recruited to YC after PG hijacked my Coupa cafe meeting with Jessica&nbsp;<\/div>\n<div>#TrueStory<\/div>\n<div><\/div>\n<div>Theorem:<\/div>\n<div>More work in sales helps in the face of &#8220;uncertainty&#8221;<\/div>\n<div>\n<table style=\"border:1px solid black;padding:8px;\">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width:48px;height:48px;padding-right:8px;\"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/518981923885289472\">10\/5\/14, 9:31 PM<\/a><\/div>\n<div><a href=\"https:\/\/search.twitter.com\/search?q=#DTTDSBHM\">#DTTDSBHM<\/a><br \/>RT <a href=\"https:\/\/twitter.com\/@paulg\">@paulg<\/a>: Few have taken doing things that don&#8217;t scale to the lengths Adora did: <a href=\"https:\/\/t.co\/0wPFkLaxnH\"><span>bit.ly\/1ulm4RX<\/span><\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><img decoding=\"async\" src=\"https:\/\/www.duck9.com\/wp-content\/uploads\/2015\/01\/image43.jpeg\" alt=\"image.jpeg\" id=\"33DCB108-0DEF-4A4D-A574-C8FD7802DC09\"><\/div>\n<div>Theorem: practicing your eyesight as a baseball hitter won&#8217;t hurt your chances of seeing baseball stitch rotation.&nbsp;<\/div>\n<div>Theorem: More sales revenue is helpful versus zero revenue and no paying customers.&nbsp;<\/p>\n<div style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); \">\n<table style=\"border: 1px solid black; padding: 8px; \">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px; \"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/541997497347227648\">12\/8\/14, 8:47 AM<\/a><\/div>\n<div>Startups Need to Focus on Sales, Not Marketing&nbsp;<a href=\"https:\/\/search.twitter.com\/search?q=#dttdsBHM\">#dttdsBHM<\/a>&nbsp;<a href=\"https:\/\/t.co\/cGazFvrPzw\">bit.ly\/jlivingston710<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Theorem: Talking on the telephone helps.&nbsp;<\/div>\n<table style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); border: 1px solid black; padding: 8px; \">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px; \"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/556155957432946688\">1\/16\/15, 10:28 AM<\/a><\/div>\n<div>Telephone talkings are the Jedi light sabre inside the YC whiff called&nbsp;<a href=\"https:\/\/search.twitter.com\/search?q=#dttdsBHM\">#dttdsBHM<\/a>&nbsp;led by Jessica, Sam, PG et all&nbsp;<br \/><a href=\"https:\/\/search.twitter.com\/search?q=#vcSecrets\">#vcSecrets<\/a>&nbsp;<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<div style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); \"><\/div>\n<div style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); \">Theorem: Larry Chiang&#8217;s hashtag, &#8220;#dttdsBHM&#8221; helps<\/p>\n<table style=\"border: 1px solid black; padding: 8px; \">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px; \"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/518980366984425472\">10\/5\/14, 9:25 PM<\/a><\/div>\n<div><a href=\"https:\/\/search.twitter.com\/search?q=#DTTDSBHM\">#DTTDSBHM<\/a>&nbsp;= do things that don&#8217;t scale but have momentum&nbsp;<a href=\"https:\/\/t.co\/2NiQrpsanV\">m.wsj.com\/articles\/BL-23\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><a href=\"https:\/\/www.wsj.com\/articles\/BL-232B-2715\"><a href=\"https:\/\/www.wsj.com\/articles\/BL-232B-2715\" >https:\/\/www.wsj.com\/articles\/BL-232B-2715<\/a><\/a><\/div>\n<div style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); \">&nbsp;<\/div>\n<table style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); border: 1px solid black; padding: 8px; \">\n<tbody>\n<tr valign=\"bottom\">\n<td width=\"48\"><img decoding=\"async\" src=\"https:\/\/pbs.twimg.com\/profile_images\/3411684931\/bd26194fa93733b624ec22966dbdb9d9_normal.jpeg\" style=\"width: 48px; height: 48px; padding-right: 8px; \"><\/td>\n<td><b>Larry Chiang (<a href=\"https:\/\/twitter.com\/larrychiang\">@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n<tr>\n<td colspan=\"2\">\n<div><a href=\"https:\/\/twitter.com\/larrychiang\/status\/526255027346620416\">10\/25\/14, 11:12 PM<\/a><\/div>\n<div>Cuz if you&#8217;re a CS major that can&#8217;t do a &#8220;Collison install&#8221; you&#8217;re worthless.&nbsp;<a href=\"https:\/\/search.twitter.com\/search?q=#dttdsBHM\">#dttdsBHM<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><br style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.296875); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469); \"><span style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\">Strong words.&nbsp;<\/span><\/div>\n<div><span style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\"><br \/><\/span><\/div>\n<div><span style=\"-webkit-tap-highlight-color: rgba(26, 26, 26, 0.292969); -webkit-composition-fill-color: rgba(175, 192, 227, 0.230469); -webkit-composition-frame-color: rgba(77, 128, 180, 0.230469);\">What are your thoughts?<\/span><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Larry Chiang&#8217;s 5th book, WTDTYASBS, launched at a Harvard Law School keynote, so he knows about grand openings (He even attends and promotes the ones he isn&#8217;t invited to also). As CEO of Duck9, he leads an army to help college student consumers get a FICO over 770. Post H.L.S. keynote, Harvard Business wrote: \u201cWhat [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[25],"tags":[],"class_list":["post-3486","post","type-post","status-publish","format-standard","hentry","category-deep-underground-capital-knowledge"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3486","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=3486"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3486\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=3486"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=3486"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=3486"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}