4min chapter

Lenny's Podcast: Product | Growth | Career cover image

Building a meaningful career | Jason Shah (Airbnb, Amazon, Microsoft, Alchemy)

Lenny's Podcast: Product | Growth | Career

CHAPTER

Working Backwards for CEOs

When trying to influence a CEO or founder, you almost want to work backwards from what are they excited about? How do they see the world? What's important to them and then pitch it that way. It reminds me a lot of sales, right? Like, I was very unsuccessful when I was trying to out down sales in the early days of my last startup, do.com. Because I didn't understand this. I'm not a sales person. And so I think it's similar for CEOs. There's a huge disconnect when say a PM walks into a meeting with the CEO and they're talking about something that CEO is 10 miles away from thinking about.

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