Tom Tunguz

FEBRUARY 4, 2016

Leverage. It’s the key to negotiating. Classic negotiating books like Getting to Yes define the BATNA, the Best Alternative to Negotiated Agreement. If you were to walk away from a conversation, what’s the next best choice? The BATNA singlehandedly creates leverage in negotiating. Over the last few years, startup founders have exerted tremendous leverage in the fundraising market by taking advantage of the supply/demand imbalance.

Startup 100

Startup Pricing Revenue Marketing 100

CloseSaaS

FEBRUARY 1, 2016

Your prospect has completely lost it. He's shouting at you over the phone, making ridiculous demands—you can hear the sound of shattering glass as he throws stuff at the walls. Your ears are ringing and you have a massive headache.

Sales 52

Sales 52

ReSci

FEBRUARY 3, 2016

In order to delight the customers of today, marketers have to show they are listening and responding to their customers. It can’t be said enough: customers expect a personalized shopping experience.…. The post The Future of Marketing Lies within Artificial Intelligence appeared first on ReSci.

Artificial Intelligence 40

Artificial Intelligence Marketing 40

Tom Tunguz

FEBRUARY 2, 2016

When buying machine learning enabled software, it’s easier to sell like Ironman than Robocop; a product that complements and augments the user’s skills rather than a true replacement. As machine learning continues to become a key differentiator among SaaS products, a secular and positive trend, startups are learning how to sell the promise of the software better and better.

Sales Recruiting 100

Sales Recruiting Software Machine Learning Artificial Intelligence 100

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Payments

Tom Tunguz

JANUARY 31, 2016

I know 12 things about you. You have a great need for other people to like and admire you. You have a tendency to be critical of yourself. You have a great deal of unused capacity which you have not turned to your advantage. While you have some personality weaknesses, you are generally able to compensate for them. Disciplined and self-controlled outside, you tend to be worrisome and insecure inside.

Construction 100

Construction Compensation Data Analysis Interviewing 100