'the startup of you' applies the principles of entrepreneurial startups to how we should manage our career. This also applies to how we manage our business as sales professionals. Turn your relationships into a network and create a new professional brand.

1. the startup of you (by Reid Hoffman and Ben Casnocha)
www.thestartupofyou.com
• The book explains how you have to
treat your career as you would a start-
up company.
• Even if you don’t want to start a
company, the lessons throughout the
book will help you advance in your
career.
• You need to invest in yourself, build
strong relationships and take risks if
you want to make it.
How does that apply to you as a
sales professional?

2. the startup of you (by Reid Hoffman and Ben Casnocha)
www.thestartupofyou.com
• Your are an entrepreneur, a GM, for
your sales territory
• Your territory may be defined by
geography, industry, company
size, or a host of other attributes
3 principles
1. Permanent beta
2. Iwe
3. Breakout

3. Permanent Beta
“You remake yourself as you grow and as the world changes. Your
identity doesn’t get found. It emerges. “
“Whatever the situation, actions, not plans, generate lessons that help
you test your hypotheses against reality.”
 A startup mindset
 Competitive advantage
 ABZ planning

4. Iwe
“Even if you realize the fact that you are in permanent beta, even if
you develop a competitive advantage, even if you adapt your plans to
changing conditions – even if you do these things but do so alone –
you’ll fall short.”
“No matter how brilliant your mind or strategy, if you’re playing a
solo game, you’ll always lose out to a team.”
 Transform relationships into networks
 Always be strengthening your network
 Who you know, is what you know

5. Create Break-through Opportunities
“The fastest way to change yourself is to hang out with people who
are already the way you want to be.”
“But you can develop habits of behavior and habits of thinking that
increase the likelihood that you find yourself in the right place at the
right time.”
 Mind on fire
 Hustle
 Intelligent risk