There’s been a lot of online chatter lately about how to create your first sales team for your startup, including feasible compensation strategies. I hope you haven’t put off having your first selling conversations until you secure funding to hire your first VP of Sales. If so, you are already behind the 8-ball. Your first… [Continue Reading]
If You Build It, Sell It.
4 Tips for Customer Discovery Conversations
If you are the CEO of your startup, are you experiencing anxiety over having those customer discovery conversations with potential investors and early-adopters? What if you speak with a prospect and they don’t like your idea? How will you handle a negative response? Will you shut down your startup and take rejection personally? Customer discovery… [Continue Reading]
Hi! I’m Your Friendly Snake-Oil Salesman
Experiencing difficulty getting appointments with over-booked and over-whelmed prospects? Are folks not clearing out their calendars for yet one more customer discovery conversation for your startup? Perhaps it’s because new customers – the object of your desire – are a bit jaded. Especially by third quarter. They lump anyone asking for their time into their… [Continue Reading]
Prospecting for Customer Discovery
How do you find customers for your new, or existing, product or platform? For entrepreneurs, startups and mature businesses, it takes more than cold-calling to have customer discovery conversations which: 1) validate hypotheses you are testing regarding product/platform and market features and functionality, and 2) identify target customer segments whom you feel are the right… [Continue Reading]
Engaging Your Eyes and Ears in Sales and Startups
Customer startup conversations. Customer discovery. Sales lead nurturing and management. Call it what you will. I am talking about engaging real live customers. The types of customers who will pay real live money for your products and services. After grants and investor dollars are expired and you actually are in business, for real. Even when… [Continue Reading]
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