{"id":4780,"date":"2015-06-11T22:41:27","date_gmt":"2015-06-12T02:41:27","guid":{"rendered":"https:\/\/www.duck9.com\/?p=4780"},"modified":"2015-06-11T22:47:44","modified_gmt":"2015-06-12T02:47:44","slug":"buying-from-a-startup-requires-faith-but-purchasing-managers-take-zero-risk","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/buying-from-a-startup-requires-faith-but-purchasing-managers-take-zero-risk\/","title":{"rendered":"Buying From a Startup Requires Faith But Purchasing Managers Take Zero Risk"},"content":{"rendered":"
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<\/td>\nShane Gibson (@shanegibson<\/a>)<\/b><\/td>\n<\/tr>\n
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8\/8\/11, 7:42 AM<\/a><\/div>\n
Sales is about creating an environment where an act of faith can take place. Social media helps this by allowing trust building dialogue.<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

By Larry Chiang<\/div>\n

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Selling is hard<\/div>\n
<\/div>\n
–1–<\/div>\n
Selling for a Fortune 100 company is hard. <\/div>\n
<\/div>\n
–2–<\/div>\n
Selling as your new startup is harder yet. As an engineer, I’ve done both. As a teacher and curator, I see startups attempting to sell. <\/div>\n
<\/div>\n
–3–<\/div>\n
Failing as an engineer is tough but super rewarding. Auren Hoffman wrote of the 10x productivity effect for Econ majors. <\/div>\n
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<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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10\/24\/13, 11:26 AM<\/a><\/div>\n
LESSONS #Ch6<\/a> is SALES #Ch11<\/a> is Failing Fwd via @auren<\/a>blog.summation.net\/2011\/11\/fail-t\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

“It is a 2,000x productivity effect if you’re a CSmajorCRO or csMajorCEO”<\/div>\n

— Larry Chiang<\/div>\n
<\/div>\n
–4–<\/div>\n
Whales. Trying to land one large whale of a customer avoids the pain by delaying the pain. <\/div>\n
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<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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6\/11\/15, 10:12 AM<\/a><\/div>\n
Trying to hard to land a whale?? (aka complete a HAIL MARY in the 1st qtr) #Ch6<\/a> (sales); #CS183s<\/a> (CS for sales) pic.twitter.com\/PjjoIVwYWG<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n\n\n\n\n
<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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6\/4\/15, 9:33 AM<\/a><\/div>\n
5\/ Reduce to the recockulous. Offer a full 100% rebate (#LCRRM<\/a>). Do an #InternalEscrow<\/a>. Hard sell the free #ENGR145s<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Mitigate and eliminate risk for the purchasing manager!<\/div>\n

<\/p>\n\n\n\n\n
<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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5\/27\/15, 4:01 PM<\/a><\/div>\n
 
Pay attn to
#InternalEscrow<\/a>
#OneWayLetterOfIntent<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

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<\/a><\/div>\n<\/div>\n
<\/div>\n
\"image.jpeg\"<\/div>\n<\/div>\n
“Sales is about creating an environment where an act of faith can take place.”<\/div>\n
–Shane Gibson <\/div>\n
@shanegibson<\/a><\/b><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

Shane Gibson (@shanegibson) 8\/8\/11, 7:42 AM Sales is about creating an environment where an act of faith can take place. Social media helps this by allowing trust building dialogue. By Larry Chiang Selling is hard –1– Selling for a Fortune 100 company is hard.  –2– Selling as your new startup is harder yet. As an […]<\/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-4780","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\/4780","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=4780"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/4780\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=4780"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=4780"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=4780"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}