the startup of you (by Reid Hoffman and Ben Casnocha)

www.thestartupofyou.com

• The book explains how you have to treat your career as you would a start-up company.

• Even if you don’t want to start a company, the lessons throughout the book will help you advance in your career.

• You need to invest in yourself, build strong relationships and take risks if you want to make it.

How does that apply to you as a

sales professional?

the startup of you (by Reid Hoffman and Ben Casnocha)

www.thestartupofyou.com

• Your are an entrepreneur, a GM, for

your sales territory

• Your territory may be defined by

geography, industry, company

size, or a host of other attributes

3 principles

1. Permanent beta

2. Iwe

3. Breakout

Permanent Beta

“You remake yourself as you grow and as the world changes. Your identity doesn’t get found. It emerges. “

“Whatever the situation, actions, not plans, generate lessons that help you test your hypotheses against reality.”

A startup mindset

Competitive advantage

ABZ planning

Iwe

“Even if you realize the fact that you are in permanent beta, even if you develop a competitive advantage, even if you adapt your plans to changing conditions – even if you do these things but do so alone –you’ll fall short.”

“No matter how brilliant your mind or strategy, if you’re playing a solo game, you’ll always lose out to a team.”

Transform relationships into networks

Always be strengthening your network

Who you know, is what you know

Create Break-through Opportunities

“The fastest way to change yourself is to hang out with people who are already the way you want to be.”

“But you can develop habits of behavior and habits of thinking that increase the likelihood that you find yourself in the right place at the right time.”

Mind on fire

Hustle

Intelligent risk