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A batch of the best highlights from what Lukas's read, .
Good enterprise sales strategy starts small, as it must: a new customer might agree to become your biggest customer, but they’ll rarely be comfortable signing a deal completely out of scale with what you’ve sold before. Once you have a pool of reference customers who are successfully using your product, then you can begin the long and methodical work of hustling toward ever bigger deals.
Zero to One
Peter Thiel, Blake Masters
Churchman described wicked problems as “a class of social system problems which are ill-formulated, where the information is confusing, where there are many clients and decision makers with conflicting values, and where the ramifications in the whole system are thoroughly confusing.”
Design of Business
Roger L. Martin
In the main, companies organize work around permanent jobs and ongoing tasks. “Vice president of marketing” denotes a permanent position with a set of ongoing tasks, such as managing the annual advertising plan, setting marketing budgets, coordinating with sales, and reporting quarterly on share trends to the CEO. This definition of work is entirely suited to a company devoted to running heuristics and algorithms.
Design of Business
Roger L. Martin
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