Neil Rackham's SPIN Selling is a game changing book. Here are his top sales techniques in a "cheatsheet" summary -- Get started immediately.
What I Learned Selling Bingo Card Creator
Some lessons learned in selling a bootstrapped software business. Relevant to buyers or sellers.
Profit, cost, price, learned societies; further thoughts on Samuel A. Moore's Publishing Beyond the Market
Since I last wrote, I have had a few more thoughts on Samuel Moore’s book. Again, these are not necessarily things that he does not discuss or things that he should have discussed. They are merely thoughts that occurred to me in response to reading his work.
Pricing: A List of Tactics
Dive into the customer's mind. Read guides. Watch cool videos. Pricing, sales, design, negotiation, and more.
A Book in 5 Minutes: Summary of Dan Pink’s “To Sell is Human” - Tech.co
Don’t have time to read? Here’s a quick but comprehensive summary of Dan Pink’s “To Sell is Human,” released on December 31, 2012.
Why Must You Pay Sales People Commissions? | Andreessen Horowitz
“I’d be a billionaire if I could get a dollar for all the bullshit I hear today” –Big Sean, The One I felt a little odd writing that title. It’s a little like asking “Why should you give engineers big monitors?” If you have to ask the question, then you probably won’t understand the answer....
Life for Sale
Life for Sale is a 1968 novel by Yukio Mishima. It was first serialised in twenty-one parts in the weekly magazine Weekly Playboy between 21 May 1968 and 8 October 1968. It was published in hardcover format by Shueisha on 25 December 1968. It was published in paperback by Chikuma Bunko on 24 February 1998. It was translated into English by Stephen Dodd and published in paperback in the United Kingdom by Penguin Classics on 1 August 2019. The English translation received a wider release in paperback by Vintage International on 21 April 2020.
Targeted Promotions on an E-Book Platform: Crowding Out, Heterogeneity, and Opportunity Costs
Targeted promotions based on individual purchase history can increase sales. However, the opportunity costs of targeting to optimize promoted product sales are poorly understood. A series of randomized field experiments with a large e-book platform shows that although targeted promotions increase promoted product sales and purchases of similar products, they can crowd out purchases of dissimilar products (i.e., e-books from nontargeted genres) by decreasing search activities of nontargeted goods on the same platform. The effects on total sales are heterogeneous, ranging from net decreases to insignificant drops, motivating a targeting exercise comparing strategies that optimize promoted product sales versus total sales. Targeting for promoted product sales tends to assign promotions to customers who purchased similar products, whereas targeting for total sales assigns promotions on the basis of other user characteristics. Targeting for promoted product sales generated incremental total sales that amounted to approximately 29% of the optimal incremental total sales when targeting for total sales (an opportunity cost of 71%). The optimal targeting exercise highlights how maximizing promotional lift can incur opportunity costs in terms of other forgone sales.
The Mom Test by Rob Fitzpatrick
How to talk to customers & learn if your business is a good idea when everyone is lying to you.
What can news publishers learn from creators? Interview with Simon Owens
Don't leave money on the table and think outside the box about business models
GUIDE FOR PITCHING TO PUBLISHERS - Chucklefish
Hello and welcome! Whether you’re a hobbyist tinkering with a game idea in your free time or an experienced developer whose decided to work on their own IP, if you’re planning on approaching a publisher, we’ve developed this guide to help. We’ve seen a lot of pitches in our time in the indie publishing scene, and we often see pitches that don’t show what the developers are aiming for in the best way they can. Your Pitch should be the conversation starter needed to grab a Publisher’s attention. Nothing is going to sell your game as well as the game […]
You need to separate sales from marketing. Sales is a conversation, marketing is... | Hacker News
For B2B sales resembles project management: the goal is not to convince everyone to buy your product or service but to diagnose their needs and only engage with firms that will benefit.
A Simple Sales Methodology for B2B SaaS Startups
*New* A Simple Sales Methodology for B2B SaaS Startups Updated Jan 2023 Introduction In the early stages of most B2B SaaS startups life, it is often the CEO or Founder who acts as the initial Head of …
The first rule of pricing is: you do not talk about pricing
I’ve been slightly obsessed with pricing since 2010. Before joining Magnetic, I was part of the team that changed the price of The Times…
How to Price Effectively: A Guide for Managers and Entr…
Pricing decisions are among the most important and impa…
There are new and specific numbers in this story, so it’s worth reading. I continue to resent the lack of credit to Nick Schwellenbach at @pogo.org, Dan Friedman at @motherjones.com, and me, who have previously reported every other aspect of this story, including that the sale prices were very high.
