While reading “What you do is who you are”, the author shares an incident. He talks about the sales philosophy of Mark Cranny at his Loudcloud days. Cranny also talks about the four C’s. Competence: your salesperson should know in and out of the product. Confidence: your salesperson should pitch with it. Courage: your salesperson …
Category Archives: Book Reading Notes
customer success
Growth comes with too many things to handle. If you are catering customers where they are dependent on you for everyday chores, customer success should be paramount. In the book, category creation the author talks about the Customer Success Team. A team dedicated to delighting end-users. As a leader of your organization, it becomes super …
consumption
We consume information, news, content in many ways. As per the author of category creation, these are the common modes. Visual: consists of images, pictures. Musical: sound and music. Verbal: words, speech, and writings. Physical: body, hands, and sense of touch. Logical: requires cognitive capabilities Social: where actions are taken in collaboration Solitary: where actions …
Product
In the book company of one, the author talks about the pillars of a successful product. Security Scalability Reliability Performance Integration Customization I found it worth sharing. As a product developer, these principles should be part of your subconscious brain. Your team should swear by it.
company of one
The book is the author’s journey where he talks about running a company on his terms: a small team, a focussed market, and limited customers. Like any other book on the organizational building, it talks about the culture, mission, and health of employees. I agree with most of what the author mentions. He cites the …
November Readings
Company of One Moonshot game The man eater of Malgudi Memories of Satyajit Ray Category Creation
customer support
One of the chapters in company of one, author talks about customer support. Customer support and level of delight are what makes a brand stay out of the crowded competitors. He gives an example of Rackspace’s famous pizza story and Trader Joe’s. Startups run after growth and getting new customers. They can apply various marketing …
purpose
Halfway through reading Paul Jarvis, company of one. The author talks about the importance of purpose in running an organization. I was reminded about purpose in the last meeting with our mentor as well. Having a purpose acts like a bulletproof which takes the rocket ship aka startup to uncharted territory without fear. It also …
Buyers Side
In the book “the transparency sale” author talks about what moves buyers towards your product: Trust in your product. How much can your product be trusted in solving the pain points? Is your product going to avoid buyer’s confusion? The buyer gets pitched every day. Is your product the needle in the haystack? Buyers preference. …
pricing levers
While reading the transparency sales, the book I learned about pricing levers. What he means by levers is what drives the pricing of your product. He uses the example with Enterprise B2B SaaS. The 4 levers: The number of seats: How many licenses the team is willing to buy. Upfront: How quickly is the customer …