很多人在放弃大公司的工作转投初创公司时,想当然地以为各方面的环境应该是相似的。其实不然,初创公司只在客户身上花钱(如果你开一家法律公司,那么律师的办公室就要能体现公司的文化;但如果你开的是饭馆,你就没有必要让顾客知道有办公室的存在)。
Great start-up employees instinctively understand you will only spend money when it makes a real difference to your customers. They know that success is not defined by amenities or fancy offices: Success is defined solely by revenue, by profits, and where employees are concerned, opportunities to grow with your business.
好的初创公司员工天生就知道要把钱花在能让顾客感到不一样的地方。他们知道成功并不取决于舒适的环境或者豪华的办公室:成功仅仅取决于收入,利润以及与员工所关心的公司共同成长的机会。
4. Hunt what they can kill.
4.对症下药
Almost every entrepreneur dreams of finding that one enabling customer--and so do start-up salespeople.
几乎每个企业家都梦想能找到一个大金主,初创公司的销售人员也都有这种想法。
Unfortunately, enabling customers are tough to land. Great start-up employees spend a little time trying to land that big fish and a lot of time casting their lines where they have a reasonable chance of landing lots of smaller fish.
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