Ed Weissman on B2B Opportunities For Startups Part 3
Some excerpts from “The Best of Ed Weissman” Chapter 10 “Selling” item 240. “How do you crack the enterprise world?”
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June 2011
How To Determine Your Competition During Customer Discovery
Want a simple way to determine your competition during customer discovery: consider what your prospects would have to give up to buy and use your product or service. The time and money you want prospects to spend on your offering have to come from somewhere: prospects will normally choose to take it from what they
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Treat Prospects Well–Allow For Another Conversation
It’s always a good idea to treat prospects well: you don’t want to foreclose the possibility of another conversation or a referral.
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