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PODIM2016 | Learning to Say NO. The Secret Power of Hyper-Focused Startups

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PODIM2016 | Learning to Say NO. The Secret Power of Hyper-Focused Startups

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Learning to Say NO. The Secret Power of Hyper-Focused Startups

Steli Efti, Close.io, USA

Steli Efti is CEO and Co-Founder of Close.io (a platform that makes calls, sends emails, and conveniently automatically tracks all activity) and ElasticSales, where he helps thousands of startups succeed in scaling their sales efforts.

He is an alumni of Y Combinator (they helped making companies like Dropbox, Airbnb, 9gag, and more). His company has received funding from Spark Capital, SV Angel, Start Fund, and Omidyar Networks as well as several notable angel investors.

Besides firing half his team by singing Bye Bye Baby from ’N Sync, Steli also published a lot of interesting articles, from “Why Startups Need To Visit Their Customers” to “Hiring for Startups: How to Recruit the Un-recruitable!“.

Learning to Say NO. The Secret Power of Hyper-Focused Startups

Steli Efti, Close.io, USA

Steli Efti is CEO and Co-Founder of Close.io (a platform that makes calls, sends emails, and conveniently automatically tracks all activity) and ElasticSales, where he helps thousands of startups succeed in scaling their sales efforts.

He is an alumni of Y Combinator (they helped making companies like Dropbox, Airbnb, 9gag, and more). His company has received funding from Spark Capital, SV Angel, Start Fund, and Omidyar Networks as well as several notable angel investors.

Besides firing half his team by singing Bye Bye Baby from ’N Sync, Steli also published a lot of interesting articles, from “Why Startups Need To Visit Their Customers” to “Hiring for Startups: How to Recruit the Un-recruitable!“.

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PODIM2016 | Learning to Say NO. The Secret Power of Hyper-Focused Startups

  1. 1. Learning  to  say  NO   The  secret  power  of  hyper   focused  startups   steli@close.io  
  2. 2. Helped  200+  venture  backed  startups     in  Silicon  Valley  scale  sales.
  3. 3. We’re  hiring!   Profitable.  Fast  Growth.     Remote.  Awesome.  
  4. 4. 80/20  Principle     of  building  a     7-­‐figure  SaaS  business     steli@close.io  
  5. 5. FOCUS   steli@close.io  
  6. 6. Learning  to  say  NO   The  secret  power  of  hyper   focused  startups   steli@close.io  
  7. 7. You  can’t  be  focused     if  you  don’t  say  NO  
  8. 8. Startups  suck  at  saying  NO  
  9. 9. Fear  of  missing  out.     Fear  of  making  a  mistake.   Fear  of  confrontaKon.  
  10. 10. When  to  say  NO:   •  DistracKng   •  Broadening     •  Shortcuts  (“Hacks”)   •  Not  serving  core  customer/user
  11. 11. How  to  say  NO:   •  OVen   •  Politely     •  Decisively     •  Without  second  guessing
  12. 12. Say  NO  to:   “Can  I  quickly  interrupt   you?”  
  13. 13. Say  NO  to:   Coffee  meeKngs   Hour  long  meeKngs   MeeKngs  period  
  14. 14. Say  NO  to:   Business  Partnerships  
  15. 15. Say  NO  to:   Assholes  with  skills  or   money  
  16. 16. Say  NO  to:   Consultants  and  Advisors  
  17. 17. Say  NO  to:   Bad  fit  customers  who   want  to  buy  
  18. 18. The  ANTI-­‐Product   Roadmap  
  19. 19. Do  YOU  hear  NO  enough   yourself?  
  20. 20. How  to  respond  to  NO:   •  Appreciate  the  honesty   •  Don’t  take  it  personal   •  Don’t  fight  -­‐  listen   •  Marinate/deliberate/decide   •  Not  the  end  -­‐  it’s  the  beginning  
  21. 21. What  to  say  YES  to?   1.  Core  customers  /  users     2.  Building  product  and  distribuKon     3.  Core  no-­‐bs  metric
  22. 22. thestartupchat.com/ep038      
  23. 23. We’re  hiring!   Profitable.  Fast  Growth.     Remote.  Awesome.  
  24. 24. QuesJons?   steli@close.io  

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