1. Early Stage Sales - @adamliebman 2. @adamliebman -160 employees -90 person sales team -Acquired for $100 million in June 2012 -#22 on Crain’s best places to work in NYC 3. Test, Tune Scale - @adamliebman 4. Test - @adamliebman 5. Test - Don't think you'll get it right the first time. You get one shot with people. Learn what not to do. You want to own the test phase. People come during tune. This is a startup. @adamliebman 6. Test - Do put a process in place from day 1. What does success look like? Don't set a goal that can only be achieved under optimal conditions. Provide a roadmap for the future. One big game of telephone. @adamliebman 7. Test - Do leave yourself room to be flexible. Make positive changes. Anchor and adjust. Always easier to add than to take away. Underpromise, overdeliver. @adamliebman 8. Test - Do try to challenge your prospects. The Challenger Sale. You are an expert at X. The customer is an expert at Y. You actually do know better than them. @adamliebman 9. Test - Do stop selling sometimes. Incredible feedback. Would you buy this for a penny? @adamliebman 10. Tune - @adamliebman 11. Tune - Don't hire before you're ready. How do you know when you're ready? Working business model. Repeatable process. @adamliebman 12. Tune - Do hire in groups. Peer-to-peer learning. Bond from day 1. @adamliebman 13. Tune - Do hire slow. A players know A players. You're only as fast as your slowest runner. Referrals are more likely to have success. The bar is set now. @adamliebman 14. Tune - Don't hang on to dead weight. Your time is valuable. When you start to have doubts, they're no longer doubts. Rip off the band-aid. @adamliebman 15. Tune - Do change one thing at a time. Iterative process. 14 great ideas, 1 bad one. @adamliebman 16. Tune - Do learn the ABCs. Always Be Coaching. Actionable, specific feedback. Make every mistake once. Learn, apply. @adamliebman 17. Scale - @adamliebman 18. Scale - Do create a place where YOU would want to work. Your culture is an extension of yourself. Talking about work is OK! @adamliebman 19. Scale - Don't try to please everyone. Homogeneity can be a strength. People like people like themselves. @adamliebman 20. Scale - Do celebrate the wins. PMA - The Happiness Advantage. Lead, don't manage. 21. Thank You! adamjliebman@gmail.com @adamliebman

5. You get one shot with people
Learn what not to do
You want to own the test phase
People come during tune
This is a fucking startup

6. What does success look like?
Don’t set a goal that can only be achieved under optimal conditions
Provide a roadmap for the future
One big game of telephone

7. Make positive changes
Anchor and adjust
Always easier to add than to take away
Underpromise, Overdeliver

8. The Challenger Sale
You are an expert at X
The customer is an expert at Y
You actually do know better than them

9. Incredible feedback
Would you buy this for a penny?

11. How do you know when you’re ready?
Working business model
Repeatable process

12. Peer-to-peer learning
Bond from day 1

13. A players know A players
You’re only as fast as your slowest runner
Referrals are more likely to have success
The bar is set now

14. Your time is valuable
When you start to have doubts, they’re no longer doubts
Rip off the band-aid

15. Iterative process
14 great ideas, 1 bad one

16. Always Be Coaching
Actionable, specific feedback
Make every mistake once
Learn, Apply

18. Your culture is an extension of yourself
Talking about work is OK!

19. Homogeneity can be a strength
People like people like themselves

20. PMA – The Happiness Advantage
Lead, don’t manage