Ryan goes to Startup Institute

Yesterday I presented at the Startup Institute.

It’s an 8-week intensive mentorship program that prepares people for their first job at a startup.

I led a 2.5 hour kickoff session with the sales / biz dev group, a sharp bunch with incredibly diverse backgrounds — finance, trading, medical, legal, PR, etc.

Sharing my framework on sales at early stage companies was a lot of fun, and I’m looking for opportunities to do it again.

If you know a group that would benefit from a 30 min – 2 hr presentation on sales and marketing, please get in touch.

Ingredients aren’t the recipe

Is your startup flush with funding? Do you program? Are you an early riser?

These are great qualities indeed.

But great qualities != success.

Many have failed with good intentions, disciplined character, the most ambitious persistence.

This is what makes success so fascinating.

That the ones who seem to have everything may have nothing at all.

So don’t focus on the ingredients; They may not be necessary.

If you want to be successful, the recipe is sufficient.

The recipe is you.

How I Quintupled My Income in 90 Days

In January 2013 I started my first full-time job for $43,000 salary + stock options. Exactly 1 year later, I quit.

To capitalize on relationships I made a lightweight CRM (aka Google Spreadsheet) filled with ~20 people I knew who had money.


By auto-sorting the contacts by Score, the ‘next steps’ column became my to-do list every morning when I woke up, jobless and poor in NYC.

Fruitful conversations at ~60 coffee appointments within the next 2 months allowed me to quintuple my income.

Below is how I did that.


How to put your lead gen on autopilot

Growing a business is hard.

Even with a great product, a great salesman, and great customer service culture, you’re dead if you can’t find qualified prospects to onboard, sell, and serve.

Tools like CRM’s and project management software do wonders for sales organizations topped off with demand, but what about new or obscure solutions, the ones with very little demand and contacts that were created manually through painstaking research?

If you’re a sales person and most of your day is spent “waiting to hear back from so-and-so,” you need more leads.

Here’s a quick hack to do that.