Podcasts Other You, Me, and Your Top Three Never Be Afraid to Win (wsg Amos Schwartzfarb)

Never Be Afraid to Win (wsg Amos Schwartzfarb)

Published: Sept. 18, 2019, 10 a.m.

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During this episode, You Me and Your Top Three host, Gregg Garrett, speaks with Amos Schwartzfarb an expert in scaling sales who is a six-time entrepreneur, is currently the Managing Director of Techstars Austin and is a very recent author of Sell More Faster: Ultimate sales playbook for startups. As an avid climber and biker who truly lives life as an adventure, Amos credits his success to having learned how to not be afraid to fail. Additionally, Amos discusses how to sell more, faster and how the principles can apply to startups and enterprises with some nuances for each. Of course he talks about his \\u201cTop Three\\u201d and how advice from his current business and investment mentors mesh with earlier \\u201cin the trenches\\u201d experiences with startup colleagues. He even shares advice his mother and high school wrestling coach gave him which changed his trajectory on the mat, and maybe in life.

About Amos Schwartzfarb

Amos is the Managing Director of Techstars in Austin. He has more than 15 years of sales leadership and strategy experience in software, digital, advertising and entertainment. Before joining Techstars, Amos served as co-founder and Head of Customer Development at Joust. Prior to Joust, Amos served as Vice President of Customer Development for BlackLocus, which was acquired by The Home Depot in 2012. Amos was also Co-Founder and served as COO of mySpoonful, which was acquired in 2011. Prior to mySpoonful, Amos served on the Executive team of Business.com, as Vice President of Sales and Client Services, which was acquired by RH Donnelly in 2007. Prior to Business.com, Amos spent 5 years at HotJobs.com during which time went through both an IPO and acquisition by Yahoo!.

Amost has lived in Austin since 2008 with his wife and two daughters. When you can\\u2019t find him at home or work, you can usually find him on one of his 5 bikes.

Show Highlights

Segment 1: Overview

1:00\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0 Market Facing Functions: Among the necessary capabilities to compete in the Connecting World

4:10\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0 Amos Schwartzfarb: An expert in sales and business development who understands products, service value

Segment 2: Identifying Mentors through Life Experiences & the \\u201cTop Three\\u201d

5:50\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0 A kid from Jersey fell into interesting situations, sought adventure and eventually landed at Techstars

6:53\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0\\xa0 Amos\\u2019 \\u201cTop Three\\u201d: When your mom asks, \\u201care you afraid to win?\\u201d

10:40\\xa0\\xa0\\xa0\\xa0\\xa0 Amos\\u2019 \\u201cTop Three\\u201d: Bridging hobbies and interests into working relationships and confidants (Rob Taylor -\\xa0 BlackLocus)

13:22\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cAbility to be my most authentic self\\u201d

13:33\\xa0\\xa0\\xa0\\xa0\\xa0 Vulnerability: Understanding the \\u201cwhy\\u201d to various mentors

14:19\\xa0\\xa0\\xa0\\xa0\\xa0 Amos\\u2019 \\u201cTop Three\\u201d: A teacher, a cousin and influencer named Neil

16:23\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cAre you reapplying lessons learned outwardly back?\\u201d

17:22\\xa0\\xa0\\xa0\\xa0\\xa0 What is Techstars?

19:22\\xa0\\xa0\\xa0\\xa0\\xa0 Amos\\u2019 \\u201cTop Three\\u201d: \\u201cAt light speed, Mark has become one of the most special and important people in my life.\\u201d (Mark Solon - Tech Stars)

22:02:\\xa0\\xa0\\xa0 Amos\\u2019 \\u201cTop Three\\u201d: His bike a.k.a. him

23:27\\xa0\\xa0\\xa0\\xa0\\xa0 Do your mentors know they are your mentor?

Segment 3: \\xa0The birth of a book: Sell More Faster

25:28\\xa0\\xa0\\xa0\\xa0\\xa0 Becoming the author of \\u201cSell More Faster: Ultimate sales playbook for startups\\u201d

28:53\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cSerendipity is an interesting thing\\u201d

31:07\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cEveryone told me I was crazy.\\u201d

31:50\\xa0\\xa0\\xa0\\xa0\\xa0 The W3 Model: Who is the customer, what are they buying and why are they buying it?

Segment 4: Don\\u2019t hire a sales person too soon

33:00\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cIs sales, sales?\\u201d\\xa0

35:27\\xa0\\xa0\\xa0\\xa0\\xa0 Hire Customer Development people to bridge the gap between product marketing and sales

36:42\\xa0\\xa0\\xa0\\xa0\\xa0 \\u201cHow do we act like a startup?\\u201d

38:24\\xa0\\xa0\\xa0\\xa0\\xa0 It\\u2019s all about who you surround yourself with

40:30\\xa0\\xa0\\xa0\\xa0\\xa0 Can a head of sales also be an operator? \\xa0

Segment 5: Wrapping Up

42:38\\xa0\\xa0\\xa0\\xa0\\xa0 Disruption in industries to pay attention to

45:43\\xa0\\xa0\\xa0\\xa0\\xa0 Firm Transformation: \\u201cPivot worn as a badge of honor in startups\\u201d

48:46 \\xa0\\xa0\\xa0\\xa0 The importance of starting small to figure out if you\\u2019re right: \\u201cHave big vision but be humble in the process\\u201d

49:23\\xa0\\xa0\\xa0\\xa0\\xa0 Rapid Fire Questions

50:58 \\xa0\\xa0\\xa0\\xa0 Monday Morning Hack

51:24\\xa0\\xa0\\xa0\\xa0\\xa0 How to get the book and how to connect with Amos

Additional Information

Contact Amos Schwartzfarb:

  • Amos\\u2019 LinkedIn
  • Amos\\u2019 Twitter
  • Amos\\u2019 email

Contact Techstars:

Contact Gregg Garrett:

Contact CGS Advisors:

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