There is no such thing as "sales", and you aren't a "salesman". You provide a solution to a problem. Listen, understand, and then offer a solution.
I forgot who told me that but it's fantastic advice. As far as understanding people, the de facto book to read is "How to Win Friends and Influence People" by Dale Carnegie. I'd highly recommend that.
Best insight: The biggest misconception is that extraverts are better salesmen cause they're slick talkers. Actually, it's the exact opposite. It's better to let your prospect to most the talking while you listen. Ask them open-ended questions. The more you learn about your prospect, the more effectively you can explain your product solves their specific problems.
Neurolinguistic programming techniques - can be manipulative if used the wrong way but in sales, they really help you gain an advantage or maintain control. Includes how to build rapport quickly, how to maintain your frame regardless of how the other person acts, etc.
Money is the follow-up - creative ways to keep the convo alive without annoying your prospects
After reading lots of sales books this is the technique that works best for me. Companies should do themselves a favor and pay for their teams to level up with better sales skills.
I'm not going to recommend a book. Pick any book recommended here.(They all give similar advice). And go a step further.
Learn how to use Anki.
Use Anki while reading the book and I guarantee you this - you'll master sales at least 10x faster because..
Because you'll remember to use them instead of jumping from book to book and from course to course.
Hope you heed this advice - you'll be glad you did.
Great book that helped me learn the psychology behind sales.
I also like a lot of what I've read from Jeffrey Gittomer and Grant Cardone.
Oh, and The Ultimate Sales Machine by Chet Holmes as well. He (Chet H.) did a series of videos with Anthony Robbins that is really good. I really recommend watching those.
Thinking Fast and Slowhttps://en.wikipedia.org/wiki/Thinking,_Fast_and_Slow
Predictably Irrational: https://en.wikipedia.org/wiki/Predictably_Irrational
The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! http://www.goodreads.com/book/show/15863998-new-sales-simpli...
Here's a video presentation by Matt Dixon on The Challenger Sale. It's a bit long, just over an hour. But give it 15 minutes-- you'll see it's solid material. Good insights on how marketing supports & equips sales. Read the book!
This is basically Sales 101. Lecture by Steli Efti, YC founder of the close.io CRM. Insanely valuable.
Y Combinator "How To Start A Startup" Sales: https://www.youtube.com/watch?v=SHAh6WKBgiE
This is held by one of the founder of YC startup Clever, with an emphasis on the earliest stages of sales in a startup.
Tons of specific sales advice on http://blog.close.io , you can find the best by googling "site:blog.close.io" and follow through the links. There is a ton of things I learned from Steli Efti (the guy behind www.close.io CRM and the Sales Summer School), be sure to attend their webinars as well if you're curious.
Daniel Pink - To Sell Is Human: The Surprising Truth About Moving Others http://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp...
Dale Carnegie - How to Win Friends & Influence People http://www.amazon.com/How-Win-Friends-Influence-People/dp/06...
As you understand the macro details of sales, the more micro things (tactics, strategies, best practices) are probably best served by specific industry or specific aspects of sales. For example:
I also really like Jason Lemkin and his SaaStr blog: http://www.saastr.com/ Loads of SaaS sales practices on there.
My favorite book about the act of selling (i.e. pitching) is "Pitch Anything" - http://www.amazon.com/Pitch-Anything-Innovative-Presenting-P...
If you're looking for an overall sales primer/bible, your best bet is probably The Sales Acceleration Formula http://www.amazon.com/Sales-Acceleration-Formula-Technology-...
People miss that sales is not just technique or what you say but state of mind, belief and confidence.
Stay away from sales only focus books.
If you really want to learn something check "Mastery" by Robert Greene.
If you are responsible for getting new business, it is probably the best sales book I have read. Walks through defining your target customers, creating appropriate messaging to reach out to those customers and how to structure discovery and presentation calls.
Get it on Audible:http://www.amazon.com/Closers-Survival-Guide-Third/dp/B00K1O...
I've read a ton of sales books and this is by far the best one. Actionable stuff - no fluff. Great for founders who have trouble getting the deal closed and the cash in the bank.
Yes, there is such a thing as sales. But do yourself a favor and don't sell shitty products. There's a wide range of incomes among people selling the best products, and the difference is stuff you can at least read about in those books.
His basic premise is that the outcome of any negotiation(especially sales) is inversely proportionate to how intimidated you are by the other person.
His solution is to invest in creating a strong image before selling and using takeaway selling, which is basically taking away the opportunity to do business with you so that they stop thinking about whether they want to buy and start thinking about how to get you to sell to them.
On a side note, Dan Kennedy says,"if you lose a sale because of price, you lose that sale long beforehand." your job is to differentiate yourself and craft a powerful image so they can never even start to compare you to others.
At one point in his career, my ex was a military recruiter. They get world class sales training. He borrowed my textbook from the social psych class I had taken and I didn't see it again until his tour of duty as a recruiter was over.
I will also recommend "Getting to yes" which is research based and a quick read and "The mind and heart of the negotiator", which is also research based but meatier. I believe there is a free version of the latter available online. These were both required texts for my class on conflict management and negotiation.
1)There's things like used cars. Single, moderate sized transactions, one-time. You want to extract the last dollar, force the close, and generally be like...a used car dealer. I know nothing about this.
2) There's consumer products -- worry about the "funnel", advertising, etc.
3) There's the stuff I like -- high dollar, high-complexity, repeated/ongoing transaction. The best books, hands down, are Neal Rackham's SPIN Selling series: http://www.amazon.com/Neil-Rackham/e/B000APLFJK
on the mindset of sales.
His book - http://www.startupsalesguide.com/
The Predictable Revenue Guide To Tripling Your Sales by Aaron Ross and Jason M. Lemkin - http://www.saastr.com/the-predictable-revenue-guide-to-tripl...
Book homepage is http://pitchanything.com
"How I Raised Myself from Failure to Success in Selling"(1952) by Frank Bettger
2. Everything at Heavybit is excellent,
their sales videos are very nice:
And an must see video for me was:
Make your contacts count
The science of influence
SPIN is much easier to read, know and understand while I found Challenger Sales a lot difficult to follow and put into practice.
Challenger Sale's major premise is the assumption that SPIN selling doesn't work anymore for some reason because of the 2008 recession. I'm not sure how true this assumption is but I'll leave this up for the real sales people.
I'm interested in hacking enterprise sales. ANother HN user's blog on the subject here is excellent as well: http://doanhdo.blogspot.ca/
However, the green-URL-for-noob-domains may be problematic. The green is used to give an indication for potentially low-quality content, but public startup/project launches would all fall under the noob-domain heading.
Thanks for the changes. I'll definitely send feedback along the way.
I never visit the new section of HN. I really wish I did but I always forget about it. However, if there was a little section for new articles on the homepage (perhaps at the bottom or the side of the page in a box) I'd definitely check some out and upvote the interesting articles.
Maybe use something like #6a8966 (http://www.colorpicker.com/6a8966)?
I think the dupe detection would be even more useful if done during submission.
I suspect we may see more green links on front page than prior... just a hunch.
People need to know about rules before they can reliably follow them. And Hacker News makes that surprisingly hard for new people.
Above the submit button, there is a line that says: "If you haven't already, would you mind reading about HN's approach to comments?"
I wanted to make sure I followed the rules, so I clicked the hyperlink and began reading a new page. It began, "Hacker News is a bit different from other community sites, so we'd appreciate it if you'd take a minute to read the site guidelines."
I thought that was the page that I had just clicked through to, so I continued reading. And it seemed like I was right: I learned about the rules against crap links, rudeness, etc.
Unfortunately, I was wrong. The first link took me to the 'welcome page' which provides some guidelines for using the site, but not all of the rules. If you want to learn the rest of the rules, you have to know to click on another hyperlink to reach the site guidelines page. I found this counter-intuitive, and I doubt I'm the only one.
If you want people to learn the rules, please consider placing them beneath the existing text on the welcome page, so everyone will realize they exist. Or, at minimum, place a link to the guidelines page directly above the submit button, instead of just sending people back to the welcome page. And maybe add a "Rules" tab to the top navigation bar.
Thanks for your help!
Please, please, please, can we have a mobile-friendly layout?
I use the iPad version pretty regularly, and I've never seen it crash or misbehave.
But you can try to send an email either at firstname.lastname@example.org or email@example.com and ask to make your account inactive, you could also change your email and delete any personal information.
First, I made a habit of contributing to open-source everyday, it might be hard in some situations such as traveling, etc, but it helps you learn A LOT. You won't believe how much I've learned by contributing to open-source.
First, explore GitHub, using http://github.com/explore or by just browsing people's profiles, etc.
Subscribe to Changelog Nightly which sends you a daily digest of interesting github repositories. https://changelog.com/nightly/
As you go further, you'll even find more ways to contribute.
Don't forget that creating something and publishing it as an open-source software is a contributon and it's great! So if you find an idea which might help people, code it, open-source it, share it!
"Open Advice is a knowledge collection from a wide variety of Free Software projects. It answers the question what 42 prominent contributors would have liked to know when they started so you can get a head-start no matter how and where you contribute. "
devcasts.io is my website using it and I can't tell you how many hours it saved me with the rich set of widgets and features it has
It's a swiss knife if you are into fast prototyping and it's light. Actually, it's less than 12Kb minified and gzipped.
* Have their contact info auto-imported if I add them as a friend in SOME WAY: either by emailing them, tweeting them, messaging them, whatever.
* Have all my contacts synced into one centralized data store (Google Contacts, in my case).
* Merge and remove duplicate contacts so I don't have to deal with 50 entries of people...
What I ended up settling on is really working well for the past year or so.
I use Google contacts as my primary datastore. I then use FullContact (free): https://www.fullcontact.com/
FullContact will hook into everything, eg: Google / Twitter / Facebook / LinkedIn / etc., grab EVERYONE'S contact info, and merge it into one record, then merge that back into Google contacts =)
Would highly recommend it.
Recently came across the Free Hubpsot CRM, while I've yet to give to get it a test drive, the demo looks interesting > http://www.hubspot.com/crm
For those with large groups of people/information, go with Google Contacts.
You will need to enter the repositories by hand, though. Mind you, writing a small tool that'd list the most popular/forked/starred/etc C repos, and do a search for you in those should be a few minute task.
I experienced something similar, Google thought that the Geschftfuhrung (management) at the bottom of the booking email were my co-passengers:
http://i.imgur.com/I8V4ZQN.png(In this case, Thomas Lindner and Dr. Jochen Wallisch)
Since you're probably on the plane at the moment, have you found out if those people are with you on the plane?
Snippet from the classic experiment:For instance, a small popcorn would be $3.50. A medium-sized bucket of popcorn would be $7.50 and a large would cost $8.00. The mindset here is that for only 50 cents more you can get a much larger portion of popcorn. The same is true for fountain drinks at gas stations. Small = $.99. Medium = $1.49. Large = $1.59. Which sells more? Almost always the large for just 10 cents more.
For a parent buying for a smaller kid, a business/organization buying for its employees, or a senior citizen who just runs a few apps, it's ok.
It's obviously not for people wanting to record videos in 4K (or record videos in general -- lots of older people only record a few minutes or so a year, some grandchild's birthday or such).
If you do that a lot, you get a higher end model.
If Apple had doubled the 16gb to 32, then many of the prior middle tier purchasers would now be drawn to Apple's cheapest tier, and Apple would lose that revenue, $100 per unit. At the same time, those that feel stifled by the 16 have more incentive to upgrade to the 64, at the same price as the prior 32.
Why is this still the case, years later? I think the issue is that 32gb remains the sweetspot for more than half of the potential customers, and if they offered it, their low end product will cannibalize their mid tier sales and cost them billions.
Not sure why I use so little. I take photos but generally use streaming music services rather that have a large collection of mp3s. Also I find the screen too small to watch movies.
It happens all the time at parties. People try to take a photo, there is no room and they ask "What's wrong?". Their eyes glaze over when I try to explain how all those pix on their phone are using up the storage. Then they suggest deleting a couple SMS messages .... as if :-(
Maybe some people use phones differently than you.
I used to use a Vera hub. It has an ugly, difficult to use UI but exposes an API, and doesn't require going through the internet, which is nice. Once I got tired of tinkering and building my own dashboards (e.g. http://www.dangrossman.info/wp-content/uploads/home2-1024x51...), I just bought a Wink which ties together all of the wifi/zigbee/zwave products in a very nice mobile app that everyone in my home is happy to use. Sold the Vera.
I have a cheap Android tablet mounted on a wall that has it open. My Amazon Echo also connects to Wink, so lights and switches can be voice controlled. IFTTT also has Wink channels.
The end result is that it's every simple to do stuff like make make GPIO changes trigger SMS/email/Push/HTTP etc, as well as the inverse, have network traffic change the state of GPIO.
But I'm pretty fuzzy on electronics stuff.
If anyone wants to confirm that I'm on the right track that would be nice. :-)
Bounce-back report tracking could be useful if you're checking emails are delivered. I've used this when emails that have to be delivered are delivered. This was mainly for compliance reasons - whether they're read or not, or end up in whatever user folder, was of little importance. That these emails are delivered successfully was paramount. The bounce-back reporting showed where customer contact failed and secondary measures were necessary to get back in contact.
Your use-case may be different, but if anyone reading this is in a similar situation to ensure delivery but not readership, implement a simple server-side delivery/non-delivery report.
The other way that I just did was basically the same thing, but the image doesn't really exist, like img-uid.png where uid is the uid I care about for tracking purposes. Then in my webserver setup I pass the details to a server side component to manage the tracking and return a generic 1x1 transparent image. There are lots of ways to do that, but it protects you for those cases where an email client strips query string params on img src's.
Of course if the user doesn't allow the images to load you get no tracking, so that is a limitation but most systems have that limitation. So you should also have link tracking etc.
Or you put some kind of server side app on the server that tracks the request in its own log.
So I would say it is not 100% anymore, but, no alternative approach is out there either.
it is a direct linking and dev-art doesn't like but risk a look find something dau-related here: http://orig11.deviantart.net/c302/f/2015/257/1/4/_en__by_imm...
Sure i might be interested in doing something time allowing. I also could potentially introduce you to some people in the startup community if you want.
If you are free also join us at Tech Crawl Tokyo event - https://techcrawl.doorkeeper.jp/events/31206?locale=en
3. The ad-exchange systems cross-reference the information it receives with other information it already has (think huge low latency k/v store) in order to try to identify you further, perform cross-device identification, save more information
4. The ad-exchange system then rolls all this information together and fans out this package saying "here is a male aged 25-35 who likes ponies and bick shaving cream" to dozens or hundreds of partnered ad providers
5. Each ad provider looks at their content, finds a close match, and then bids on how much they would pay in order to serve content to this person
6. Ad-exchange receives all the bids and picks the second highest bidder (no idea why it's the second highest)
8. From 1 to here usually has an SLA of occurring in less than 170ms
9. User's browser then loads up the response URL and the ad displays
Asking website operators to host their own thing is feasible, but perhaps not worthwhile. The big money maker in adspace is targeted advertising, and small sites will never have the infrastructure to be able to really identify anybody but perhaps their core users. Others have mentioned reverse proxies to make content appear as if it came from the target site, and that may exist, but the reality is whatever these guys do is currently being defeated pretty handily by community driven ad blocking. Perhaps we will eventually see what you're talking about though
I'm pretty certain that as ad blockers grow there will be a lot more work-around (doing the work on the backend and serving up static HTML or a lot more native ads), but ad blockers aren't quite to the level that it's worth it to make those changes.
A different model is needed if the publishers servers have to get the ad first and then give it to the client because the ad server then needs to trust the publisher to report impressions honestly and the publisher has an incentive to inflate that number.
So forcing domains to host the ads they insert and all the tracking that goes with makes that more explicit and thus a good thing.
|| || Sales || Tech || ||
2.) ease of integration
3.) independent analytics
It's a hobby project. I currently publish 3 new articles per day.
Some example docs:
I had some challenges with the course at the started, but refocused my efforts in making sure I was creating a product that a beginning developer could work through and then feel confident to build their own apps. Once the quality content was in place, reviews, revenue, and engagement soared.
Revenue is up over the last two months, and I plan to write a blog post in the next few weeks regarding that topic. In addition, I plan to also release a new course covering React Native in the next week.
Finding a co-founder is close to number 1 on the list of things a founder has to do, because the number 1 mistake that kills startups is being a single founder. Therefore learning from other people's search in finding a co-founder would be learning what to look for yourself.
I can easily imagine finding a co-founder to be a startup idea itself if done right.
It will also provide some graphs along with insights/advice, for example, suggesting possible aliases to save time. Looking to get it out in the next week or two, would love to hear if you guys would be interested in something like this!
A screenshot utility that is more powerful than the free Greenshot, yet less expensive than the over the top SnagIt. (Free unlimited trial, $5 to buy, Donating 10% to my favorite charity).
Its got a lot of great features, and a lot more in the works. (I've now started building a light-weight editor... Learning the 'Command pattern' for Undo/Redo'ing)
still a side project, using Python PyKE as the rules engine is anyone is familiar with that??, and socket.io, node and mongodb for the "real-time" stuff.
Used the opportunity to get better acquainted with ansible, finally no more manual configurations.
On the hardware side, I did my first breadboard to perfboard transplant. It's a basic circuit, the layout is not so great, the soldering is messy, but it's mine.
Machine Learning via Ng's course. Modeling for Discreet Optimization using MiniZinc with Stuckey. Devops via Managing Remote Teams on Edx Edge. Org Babel.
Construction industry economics and processes. Who could be a cofounder. CQRS, event sourcing, testing, actors. Sheds. Tiny Houses.
Basically, you upload your chat history and we show some nice visualizations (no, we do not store your chat).
2D Split-Screen Capture the Flag. One player assumes role of Firewall, robotic-security guard, other assumes role of the androgynous Cracker. Cracker has to break into the corporate system and take down the mainframe to start the cyber-revolution, while Firewall has to catch them before they do so and escape. We have some fantastic Darude-esque electronic music and a cartoony art style.
The coolest thing about it is IDE autocompletion of db fields. Other cool stuff is UML generation for Mongo/RDBS, and a storage abstraction for s3, ftp, etc so switching providers is just a config change.
Working on a startup demo using React Native (still learning Node+React and native mobile).
Launching on 21st September
Recently got some attention on reddit. It was fun to do, and Clojure worked quite well under traffic.
I've been building Space Invaders in C++ for almost a year now. It's been an excuse to learn things like building an entity-component system, messing with fonts, creating spritesheets, etc, and currently i've taken a week-long tangent into vectors and collision detection. It's more of a journey vs. destination kind of thing, otherwise it could have been "done" a long time ago.
I decided to wrap most of my Github projects into a small, threaded PHP forum, which is currently a HN clone because I can't be arsed to care about style right now. I've got lots of little things like related links generation and thread folding and sorting working. It will probably never actually see the light of day.
Since I just graduated from technical school, I have to find actual work so that's taking up a lot of time too.