……Identify/Implicate the pain, Champion）。这是个常见的 sales 框架 - Michael Dearing 谈定价 https://web.archive.org/web/20160318134158/https://www.heavy... - Aaron Ross 的《Predictable Revenue》- Peter Kazanjy 的《Founding Sales》（这本我没读过，但听评价挺不错的）- Gail Goodman 的《When software and people mix》- Business of Software 2012 (https://vimeo.com/54076835) - 《Designing the Ideal……
…Identify/Implicate the pain, Champion). That's a known sales framework - Michael Dearing on Pricing https://web.archive.org/web/20160318134158/https://www.heavy... - "Predictable Revenue" - Aaron Ross - "Founding Sales" - Peter Kazanjy (I haven't read that one but I've heard good things) - "When software and people mix" - Gail Goodman - Business of software 2012 (https://vimeo.com/54076835) - "Designing the Ideal…
Peter Kazanjy 的《Founding Sales》是个很棒的资源，教你如何拿下最初的那批客户以及其中涉及的所有步骤。我读了一半了，非常欣赏它提供的所有细节，完全不敷衍糊弄……
Peter Kazanjy's "Founding Sales" is a good resource for figuring out how to get those initial customers and all the steps involved with it. I am halfway through it and really appreciate all the details it provides and doesn't hand wave…
没错，《Founding Sales》+1。超级实用且全面。作者 Pete Kazanjy 人特别好，懂得多又乐于助人。（我是企业软件公司 Sourcegraph 的 CEO，Pete 的建议曾……
Yes, +1 for Founding Sales. It’s super useful and comprehensive. Pete Kazanjy (the author) is a great guy and is very knowledgeable and helpful. (I am the CEO of Sourcegraph, an enterprise software company, and Pete’s advice has…
你应该去看看 Pete Kazanjy 写的《Founding Sales: The Early-Stage Go-To-Market Handbook》[0]。我自己虽然还没读，但我知道 Holloway 出版的其他几本书质量都很高，满满的干货。Disclaimer（免责声明）：……
You should take a look at "Founding Sales: The Early-Stage Go-To-Market Handbook"[0] by Pete Kazanjy. I haven't read the book myself, but I know some of the other books Holloway has published are high quality and filled with great advice. Disclaimer:…
…to me; and I have suggested to quite a few founders. I found some topics to be dated but the overall content is simple to digest and easy to follow. Also, Marketing and Sales are two different beast. Founding Sales, https://www.foundingsales.com by Pete Kazanjy (I think he is here on HN too.)
……Identify/Implicate the pain, Champion）。这是个常见的 sales 框架 - Michael Dearing 谈定价 https://web.archive.org/web/20160318134158/https://www.heavy... - Aaron Ross 的《Predictable Revenue》- Peter Kazanjy 的《Founding Sales》（这本我没读过，但听评价挺不错的）- Gail Goodman 的《When software and people mix》- Business of Software 2012 (https://vimeo.com/54076835) - 《Designing the Ideal……
…Identify/Implicate the pain, Champion). That's a known sales framework - Michael Dearing on Pricing https://web.archive.org/web/20160318134158/https://www.heavy... - "Predictable Revenue" - Aaron Ross - "Founding Sales" - Peter Kazanjy (I haven't read that one but I've heard good things) - "When software and people mix" - Gail Goodman - Business of software 2012 (https://vimeo.com/54076835) - "Designing the Ideal…
Peter Kazanjy 的《Founding Sales》是个很棒的资源，教你如何拿下最初的那批客户以及其中涉及的所有步骤。我读了一半了，非常欣赏它提供的所有细节，完全不敷衍糊弄……
Peter Kazanjy's "Founding Sales" is a good resource for figuring out how to get those initial customers and all the steps involved with it. I am halfway through it and really appreciate all the details it provides and doesn't hand wave…
没错，《Founding Sales》+1。超级实用且全面。作者 Pete Kazanjy 人特别好，懂得多又乐于助人。（我是企业软件公司 Sourcegraph 的 CEO，Pete 的建议曾……
Yes, +1 for Founding Sales. It’s super useful and comprehensive. Pete Kazanjy (the author) is a great guy and is very knowledgeable and helpful. (I am the CEO of Sourcegraph, an enterprise software company, and Pete’s advice has…
你应该去看看 Pete Kazanjy 写的《Founding Sales: The Early-Stage Go-To-Market Handbook》[0]。我自己虽然还没读，但我知道 Holloway 出版的其他几本书质量都很高，满满的干货。Disclaimer（免责声明）：……
You should take a look at "Founding Sales: The Early-Stage Go-To-Market Handbook"[0] by Pete Kazanjy. I haven't read the book myself, but I know some of the other books Holloway has published are high quality and filled with great advice. Disclaimer:…
去看看 Pete Kazanjy 写的《Founding Sales》吧。完全就是为你这种处境的人量身定做的，而且 99% 的内容在线免费看。
Check out “Founding Sales” by Pete Kazanjy. It’s written for people in your exact situation and 99% of it is available for free online.
……对我来说；我也推荐给不少创始人了。我觉得有些话题有点过时了，但总体内容通俗易懂，也很容易照着做。另外，Marketing 和 Sales 完全是两码事。Pete Kazanjy 写的《Founding Sales》：https://www.foundingsales.com（我觉得他也在 HN 上。）
…to me; and I have suggested to quite a few founders. I found some topics to be dated but the overall content is simple to digest and easy to follow. Also, Marketing and Sales are two different beast. Founding Sales, https://www.foundingsales.com by Pete Kazanjy (I think he is here on HN too.)