Book Digest: The New Strategic Selling

Robert Miller and Stephen Heiman’s The New Strategic Selling is a systematic analysis of how to sell to large organizations. The book focuses on positioning yourself for success prior to a sales call by understanding the interests of both the buying organization and each of the individuals who will influence the sale. Sales success comes from demonstrating both individual…

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Book Digest: The Challenger Sale

The Challenger Sale argues that sales is not about building relationships or discovering needs through a set of diagnostic questions. Instead, sales is about teaching the customer something that leads them to be interested in your solution and controlling the conversation by telling the customer what they need rather than asking. Introduction Customer relationship is…

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Book Digest: Venture Deals

Brad Feld and Jason Mendelson’s Venture Deals (2nd edition)* is a perfect introduction to the key terms and strategic dynamics of venture financing. Their thesis is that founders should focus on terms relating to the economics of the deal and the control of the company and not be distracted by peripheral matters. Introduction Two elements of…

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Startup Sales Part II: Strategy

(This is the second part of a four part article on running sales at a startup. You can find the first part here and the third part here).  II.  Strategy Strategy means deciding who your best potential customers are and how you’ll reach them. Strategy development requires that you think before you act. New hires often…

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Was Ferrari Right to Keep Raikkonen?

Ferrari’s Formula 1 racing team decided to keep driver Kimi Raikkonen for next year despite the fact that his performance this year has been merely adequate. Raikkonen’s teammate, Sebastian Vettel, has scored twice as many points as Raikkonen and Raikkonen has made some painful mistakes. Were they right to keep him? It depends on the…

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