11–15 of 15 posts
I recommend the book of hard knocks. Selling is hard. Selling is painful because rejection is painful and rejection is most of selling. Everything is easier than selling. Looking for shortcuts, tips, and tricks is easier than selling. It feels like work, but it is not. It is just pretending and avoiding pain. In business, selling is all that matters. Technical competence without sales equals a failing business. Selli…
April Dunford has two great books. Positioning comes first, then sales. As a small outfit, you probably don't want to actually sell. The approach that worked for me was to focus on inbound marketing and let customers self-select and come to you. Have a great pitch, ideally right there on your web site. Then get them onto a trial, treat them as customer from day one and get them into your customer success programme. I…
Not specifically software-related, but “go it alone” and “resistance is futile” by geoff burch are great, and accessible introductions to the important parts of running a business in the first book, and more specifically sales in the second
I recommend the book of hard knocks. Selling is hard. Selling is painful because rejection is painful and rejection is most of selling. Everything is easier than selling. Looking for shortcuts, tips, and tricks is easier than selling. It feels like work, but it is not. It is just pretending and avoiding pain. In business, selling is all that matters. Technical competence without sales equals a failing business. Selli…
Thanks, nice advice. What are the book of hard knocks?