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#295: Amos Schwartzfarb, Managing Director at Techstars Austin and Author of Levers and Sell More Faster

June 07, 2021

Amos Schwartzfarb is the Managing Director of Techstars in Austin. Amos 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. Additionally he served on the Executive team of Business.com, as Vice President of Sales and Client Services, which was acquired by RH Donnelly in 2007. Amos is the author of Sell More Faster - The Ultimate Sales Playbook for Startups and more recently, Levers: The Framework for Building Repeatability into Your Business.

Some of the Topics Covered by Amos Schwartzfarb in this Episode

  • How Amos ended up at Techstars Austin

  • Amos' first year as the Managing Director and how the role has evolved

  • How Amos navigated early "failures" in the role

  • How founders should think about The Revenue Formula

  • How Amos' book Sell More Faster can help founders truly understand product market fit

  • How founders and business leaders can use Amos' books as long-term toolkits

  • Amos' insights on customer discovery and why being extremely specific is so important

  • Why Amos doesn't believe in free trials and how to navigate pricing for early stage startups

  • Why Amos recommends underpricing for as long as possible

  • How Amos has grown professionally in his time at Techstars

  • How Amos decides whether to invest in a company and how he proves conviction in founder

  • Amos' perspective on good storytelling as a founder as 3 parts math, 1 part theater

  • Conversations over pitches

  • Why Amos wrote his most recent book, Levers

  • How Amos has approached promoting his books

  • Traditional vs. non-traditional publishers

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