Sublime
An inspiration engine for ideas
good natured technology
Enter a competent sales rep.
Alex MacCaw • The Great CEO Within: The Tactical Guide to Company Building
NERDS VS. SALESMEN
Peter Thiel, Blake Masters • Zero to One
Ivan Landabaso on Substack
substack.com
Personas are people, sales reps who are the end-user, Eric the IT person, and Janet the sales rep, John the champion in the account (the most important).
Lenny Rachitsky • April Dunford on product positioning, segmentation, and optimizing your sales process
"Ultimately, software is purchased by an individual on behalf of a corporation. Behind the logo on the lead list is a person. That champion stakes some part of their reputation on the investment they beseech the company to make. Successful sales people sell promotions."