Executing Alex Salazar’s Best Startup Tip

By Larry Chiang

I sat in the front row when Alex spoke and 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 ‘first chair entrepreneurship’

	Alex Salazar (@SalaTzar)
5/28/14, 6:38 AM How to run a sales call on slideshare.net/skipshot41/how…

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.

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:

– Alex’s concepts to getting a sales prospect to define cost in dollars

– product-market-fit.

– the Tim Chang, Philip Kaplan “market hack” that I learned at the top floor of the Westin #textMe

– “lean”

– ‘getting out of the building’ as per Steve Blank

– HBS’ “fifth epiphany” #GoogleIt

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

For example, some simple promo skills are inside…

ENGR145’s Anchor Concept: Lemonade and Gua Gua Guacamole

It moves you to the right on the entrepreneur bell curve