Most people polish the pitch and ignore the balance sheet.
Larry says build the cushion first.
A great pitch delivered from desperation still smells like desperation.
A plain pitch delivered from strength closes.
The order matters more than the slides.
Save first, so the deal is a want, not a need.
The buffer is what lets you hear no and stay warm.
It is what lets you counter instead of cave.
You cannot fake this, and buyers can tell.
Money in the bank is the best sales training there is.
Fix the foundation, then worry about the words.
Confidence built on a cushion is the only kind that lasts.
Details: The Stanford book, from Larry himself: @LarryChiang
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