What Goes Around, Comes Around: Selling for Survival

Thursday, July 14, 2005

Selling for Survival

Forget the used-car-dealer image. The ability to show people that your product helps them succeed is a basic skill crucial to any venture
By Vivek Wadhwa (from BusinessWeek.com)

This article is a great reminder that EVERYONE working for a startup company is in "SALES."

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: Name: Robert Stankavish; Location: Portland, Oregon, United States

In May '06 my wife and I relocated from Chapel Hill, NC to Portland for her residency in internal medicine at Oregon Health and Science University (OHSU). OHSU was our #1 choice, so we are thrilled to be here and we hope to make Portland our long-term residence. Just prior to relocating, I earned my MBA from Kenan-Flagler Business School at UNC Chapel Hill. As a Carolina Venture Fellow I completed a 12-month internship with a venture capital firm. Prior to business school I spent 10 years with technology startups and public companies in a variety of roles including sales, sales management, channel development, product marketing, operations, and business development. I earned my undergraduate degree in Finance from Bryant University in ’94. I take pride in my career and I enjoy leading, managing, and helping companies grow. I thrive on working with intelligent, entrepreneurial minded people who are driven and passionate about success.

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QUOTATIONS - Collected Over The Years

LEADERSHIP

"Earn the right to lead everyday."

"It's hard to lead people who want to kill you."

"Leadership is elusive and difficult."

"Leadership is a legacy."

"Make people feel valued."

"Leadership is dynamic and situational."

"Real values deal with people's hearts and create expectations."

"Commit to talk to your people, and let them know that you expect them to communicate with you."

"Point out things that exhibit the values that your organization has adopted."

"Show people how change can be good for them."

"Parsimony - focus on a small number of core messages"

"As a leader, take an inventory of what you have (experience, resources ...)."

"People's values often come out around our fears."

"Lead with a development perspective."

"Respond to people's intentions, which are not always necessarily reflected in their actions."

"In order to motivate people one must first determine what these people value."

"Good leaders care about their people and are good, empathetic listeners."

"Leadership is a function of the leader, the subordinates, and the situation."

"People have an internal drive and a will to find meaning in everything they do."

"Think like a wise man but communicate in the language of the people." - William Butler Yeats, Irish Poet

MOTIVATIONAL

"Sooner or later you'll experience a crisis in your life, and how you meet it will determine your future happiness and success. Since the beginning of time, everyone has been called upon to meet such a crisis."

"A closer look will show you that most "crisis situations" are opportunities to either advance or stay where you are. In fact, most changes in your life will take place out of either inspiration or desperation."

"A precious stone cannot be polished without friction, nor humanity perfected without trials."

"If I had six hours to chop down a tree, I'd spend the first hour sharpening the ax." - Abraham Lincoln

"When building a team, I always search first for people who love to win. If I can't find any of those, I look for people who hate to lose." - Ross Perot

"People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily." - Zig Ziglar

"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines how well you do it." - Lou Holtz

"Culture eats strategy for lunch."

"Apply long term perspectives to short term decisions."

"Don't bore me with the good news. Give me the worst." - Audi Chief Executive - Martin Winterkorn

"Bureaucracies love to focus inward. It's not that they dislike customers; they just don't find them as interesting as themselves." - Jack Welch

"Diligence is the mother of good luck." - Benjamin Franklin

"Integrity starts at the top."

What Goes Around, Comes Around

Thursday, July 14, 2005

Selling for Survival

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