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The Cloud of Stuff

Selling Venture Capital and Private Equity: How Sales Skills Win Deals

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The Cloud of Stuff

By: Paul Traynor, Alice Chapman
Narrated by: Ian Russell
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Summary

Whilst every venture capital or private equity firm believes itself to be unique, the reality is that, for most CEOs and entrepreneurs, the similarities between firms are more obvious than the differences. So how, as a venture capital or private equity investor, do you persuade an entrepreneur or CEO to choose your proposal over that of a competitor?

In The Cloud of Stuff, Paul Traynor and Alice Chapman, both experienced private equity investors, reflect on the challenges of competing to establish yourself as the CEO or entrepreneur's preferred choice of investor and explain why venture capital and private equity firms should integrate selling theory and skills into their competitive strategy.

An insightful and provocative treatise on the art of winning deals, The Cloud of Stuff is essential listening for venture capital and private equity investors.

©2024 Paul Traynor & Alice Chapman (P)2024 Paul Traynor & Alice Chapman Economics Investing
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This is a short book that contains the essence of a lost art. Talking with senior figures in the Private Equity industry, most lament a lack of "deal craft" in the current young generation of executives. They over-rely on spreadsheets and under-rely on relationships, is the most common refrain. The commoditisation of transaction processes has displaced the need for relationship building at exactly the time when that skill ought to be at a premium. The Cloud of Stuff pulls together years of experience and a few academic frameworks to allow the importance of listening, summarising and building trust to resurface from under all the pitchbooks and excel sheets. It is a timely and considered contribution that is 4hrs and 1 minute well spent (although the prologue is a bit too long and the narrator takes a minute or two to calm down - give it that few minutes to settle)

A Forgotten Art Explained

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