Month: June 2011

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?” (originally published August 13, 2009). This is an outstanding list, I have added some comments after each one. Find a critical business function being done in Excel and provide an alternative web app. I think …

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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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