book / recommends
The Goal
“The books that I recommend the most, there would be The Goal by Eli Goldratt.”
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Pete Kazanjy
Published podcast speaker
- Claims
- 15
- Episodes
- 1
- Shows
- 1
- Named items
- 2
Books, apps, and tools
The evidenced stack.
book / recommends
The Score Takes Care of Itself
“The books that I recommend the most, there would be The Goal by Eli Goldratt. There are two books that inspired Atrium, one is the Goal, which is essentially is a novelization of the Toyota lean manufacturing system, so it's a process engineering book written as a novel, it's really fantastic. Sales organizations are just revenue factories, so if you want to think about systems thinking and processes, but in a way that's not a textbook, it's absolutely fantastic. And then the other one is a book by Bill Walsh called The Score Takes Care of itself. Bill Walsh is a really famous football coach for the Stanford Cardinals and the San Francisco 49ers and he just broke down how you can't worry about the score in the football game, you can only worry about the things that are in front of you, that you can control, and that if you do a high quantity of high-quality actions, whatever your position is, as a quarterback or a linebacker running back or whatever, then the score will take care of itself. That's very applicable to sales, as well, if you focus on those leading indicators and make sure that you're doing it in a high quantity of high quality way, then the score will take care of itself. So, those are two great books I like to recommend to folks.”
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What Pete said.
6 transcript-backed records
01 / recommendation
Recommends The Goal. Recommends The Score Takes Care of Itself.
“The books that I recommend the most, there would be The Goal by Eli Goldratt. There are two books that inspired Atrium, one is the Goal, which is essentially is a novelization of the Toyota lean manufacturing system, so it's a process engineering book written as a novel, it's really fantastic. Sales organizations are just revenue factories, so if you want to think about systems thinking and processes, but in a way that's not a textbook, it's absolutely fantastic. And then the other one is a book by Bill Walsh called The Score Takes Care of itself. Bill Walsh is a really famous football coach for the Stanford Cardinals and the San Francisco 49ers and he just broke down how you can't worry about the score in the football game, you can only worry about the things that are in front of you, that you can control, and that if you do a high quantity of high-quality actions, whatever your position is, as a quarterback or a linebacker running back or whatever, then the score will take care of itself. That's very applicable to sales, as well, if you focus on those leading indicators and make sure that you're doing it in a high quantity of high quality way, then the score will take care of itself. So, those are two great books I like to recommend to folks.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast
02 / recommendation
Recommends The Goal.
“The books that I recommend the most, there would be The Goal by Eli Goldratt. There are two books that inspired Atrium, one is the Goal, which is essentially is a novelization of the Toyota lean manufacturing system, so it's a process engineering book written as a novel, it's really fantastic.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast
03 / recommendation
Greenhouse just has a phenomenal sales organization, their sales leadership is absolutely fantastic, the gentleman who's the CRO over there is a good friend of mine, Sean Murray. But early-stage selling takes early-stage sellers or people who have been there, because you're not going to have all the collateral, slides and scripts and whatever aren't going to be all buttoned up and with a bow around them, and so looking for those early-stage, grimier, grittier sellers is a more effective way of going about that.
“Greenhouse just has a phenomenal sales organization, their sales leadership is absolutely fantastic, the gentleman who's the CRO over there is a good friend of mine, Sean Murray. But early-stage selling takes early-stage sellers or people who have been there, because you're not going to have all the collateral, slides and scripts and whatever aren't going to be all buttoned up and with a bow around them, and so looking for those early-stage, grimier, grittier sellers is a more effective way of going about that.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast
04 / recommendation
There's this really great article on Lenny's newsletter on adding a sales organization to a self-serve product that Lenny had me write and then he edited the heck out of it, and it's really a fantastic asset. But what I would say there is that there are a lot of PLG or self-serve motions out there that they've stagnated themselves because they didn't add the sales piece to it.
“There's this really great article on Lenny's newsletter on adding a sales organization to a self-serve product that Lenny had me write and then he edited the heck out of it, and it's really a fantastic asset. But what I would say there is that there are a lot of PLG or self-serve motions out there that they've stagnated themselves because they didn't add the sales piece to it.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast
05 / recommendation
Again, I think your audience might appreciate this, the way to think of a sales motion, so sales motion is a fancy-pants way of describing just all the things that you do in order to take a prospect and bring them through the sales process and then eventually close them.
“Again, I think your audience might appreciate this, the way to think of a sales motion, so sales motion is a fancy-pants way of describing just all the things that you do in order to take a prospect and bring them through the sales process and then eventually close them.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast
06 / recommendation
Recommends The Goal.
“The books that I recommend the most, there would be The Goal by Eli Goldratt.”
- Speaker
- Pete Kazanjy
- Publisher
- Lenny's Podcast