Be Clear on Product Roadmap to Customers

Written by Sean Murphy. Posted in 5 Scaling Up Stage, skmurphy

Be clear with customers about what is on your product roadmap. We recently did some win/loss interviews for a client to collect stories on why a customer purchased–and why a prospect failed to purchase. When we asked one customer about the quality of their support we got an answer that was initially a little surprising: “We like them because they always come back with an answer even if that answer is no. Other vendors will either talk about a feature being ‘under consideration’ or ‘on the long term roadmap’ or ‘we are still evaluating how best to implement it’ but you tell us no. We may not like the answer and we may sometimes argue but it’s much more honest and useful than most of the feature request answers we get from other vendors.”

I was reminded of that when I got an email today from someone at Peet’s trying to obfuscate the fact that they had discontinued a number of their teas.

Newsletter: Lead Generation

Written by Christ Ann Tabunar. Posted in Lead Generation, skmurphy

SKMurphy March/April 2016  Newsletter

This blog post summarizes our March/April 2016 newsletter, you can subscribe to the monthly SKMurphy newsletter using the form at the right

Lead Generation

Before you can close a deal you need the phone to ring–you need leads. This issue we look at lead generation.

Special Offer if you are in Silicon Valley: you should consider our April 23 workshop on “Getting More Customers” in Sunnyvale; register at https://getting-more-customers-on-april-23-2016.eventbrite.com Early Bird ends April 9.

IVALA Demos Echocardiography Simulator

Written by Sean Murphy. Posted in 3D Model, Clients in the News

IVALA‘s canine echocardiography simulator let’s you view a CT canine heart in any plane using your keyboard or the sensors from within your mobile phone. This is part of IVALA’s 3D Veterinary Learning Lab and their mission to “harness the power of the latest in 3D visualization technology to build confidence in clinical understanding and practice.”

P. T. Barnum’s Golden Rules For Making Money

Written by Sean Murphy. Posted in Books, skmurphy

P.T. Barnum wrote “The Art of Money Getting: The Golden Rules for Making Money” in 1880 at the age of 70 when he was already an accomplished businessman, politician, philanthropist, and author–after his hugely successful 1855 autobiography “The Life of P.T. Barnum: Written By Himself.”  Barnum’s 21 golden rules for making money was a codification of his rules for business. Here are key excepts from the introduction and 20 chapters.

Q: How Can I Maximize ROI and Minimize Risk?

Written by Sean Murphy. Posted in 3 Early Customer Stage, Consulting Business, Sales, skmurphy

You can only capture a share of the value that you create if you want to create a sustainable business. While you need to assess the likely return on investment from your efforts and your probability of success, you also need to look at any deal from the other side of the table. It’s as important to minimize risk for you and your customer as it is to maximize value.

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