The Liebowitz Entrepreneur Program

Founders School Video Transcript || Entrepreneurial Selling~article from

March 4, 2016

I've made lots of mistakes.  I've had a few successes.  And all along the way I've tried to understand what is it about the sales challenge that is unique to entrepreneurs.  And what skill and discipline do they need to bring that idea that they've, that passion that they have to the market and win those most difficult set of customers which are the first customers.  That's what I spend my time thinking about.

I'm Craig Wortmann.  And I'm a serial entrepreneur and a Clinical Professor of Entrepreneurship at the University of Chicago's Booth School of Business.  As an entrepreneur having sold software all the way to consulting services and run those businesses and then as a professional salesperson having sold multi‑million dollar consulting projects all the way down to $15 books and digital apps, I've seen this challenge from a bunch of angles early on in a business.  The hardest customers you're going to win are the first ones.  When you don't have a backstory to tell, you only have your backstory, your story.  And how do you bring skill and discipline to the table such that you can succeed and replicate that enthusiasm and passion so it does good for people?  That's what's exciting about it.   Read more...