{"id":6622,"date":"2015-12-12T14:20:39","date_gmt":"2015-12-12T18:20:39","guid":{"rendered":"https:\/\/www.duck9.com\/?p=6622"},"modified":"2015-12-12T14:26:48","modified_gmt":"2015-12-12T18:26:48","slug":"conveying-and-transferring-value-as-an-engineer-on-a-cold-sales-call","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/conveying-and-transferring-value-as-an-engineer-on-a-cold-sales-call\/","title":{"rendered":"Conveying and Transferring Value as an Engineer, On a Cold Sales Call"},"content":{"rendered":"
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By Larry Chiang<\/div>\n
<\/div>\n
Yes, engineers sell. <\/div>\n
There is an entire industry of technical sales people. Typically, lesser schools like University of Illinois, produce sales engineers \ud83d\ude09<\/div>\n
<\/div>\n
Well, my thesis at MIT was “do some sales even though you go to a top 2 engineering school”. Selling helps when you’re two to five CS major co-founders. Selling as an engineer helps when you’re a developer. <\/div>\n
<\/div>\n
At Stanford’s #ENGR245 class, there was an required set of readings that had a conclusion: “You cannot outsource selling”<\/div>\n
<\/div>\n
Its Professor Blanks ‘startup death spiral’<\/div>\n
https:\/\/bit.ly\/sblank710<\/a><\/a><\/div>\n
https:\/\/bit.ly\/sblank711<\/a><\/a><\/span><\/div>\n
https:\/\/bit.ly\/sblank712<\/a><\/a><\/span><\/div>\n
https:\/\/bit.ly\/sblank713<\/a><\/a><\/span><\/div>\n
<\/div>\n
That’s the problem<\/div>\n
<\/div>\n
This is the solution to startup death spiral: #cs183s<\/font><\/a><\/p>\n\n\n\n\n
<\/span><\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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10\/27\/15, 7:26 AM<\/font><\/a><\/div>\n
I send a tidal wave of value during my cold call. I am a engineering major who teaches #cs183s<\/a>, like that ;-P twitter.com\/shanegibson\/st\u2026<\/a><\/span><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

<\/p>\n

<\/span><\/div>\n\n\n\n\n
<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
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12\/12\/15, 10:00 AM<\/a><\/div>\n
9 Techniques For Closing a Deal via Voicemail | Gigaom #cs183s<\/a> gigaom.com\/2008\/02\/28\/9-t\u2026<\/span><\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

This is a patternistic problem that has plagued technical founders since the beginning of time. Y=0 if you can’t sell. <\/div>\n

<\/div>\n
\"image1.JPG\"<\/div>\n
<\/div>\n
It doesn’t matter if X = huge. <\/div>\n
A lot of the time y=0…<\/p>\n
Learn #cs183s<\/a> so that Y won’t equal zero. <\/font><\/div>\n

<\/span><\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

By Larry Chiang Yes, engineers sell.  There is an entire industry of technical sales people. Typically, lesser schools like University of Illinois, produce sales engineers \ud83d\ude09 Well, my thesis at MIT was “do some sales even though you go to a top 2 engineering school”. Selling helps when you’re two to five CS major co-founders. […]<\/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-6622","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\/6622","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=6622"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/6622\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=6622"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=6622"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=6622"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}