Lead Generation

Q: How Do We Get A Business Prospect To Talk To Us?

Each interaction with a  business prospect or a customer has to promise an exchange of value: their time or money for at least the strong possibility of benefit. Many of the startup fantasy camp customer development training models neglect this and teach beginning entrepreneurs to rely on the kindness of strangers. This may work in …

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Early Sales Efforts Foster Value Co-Creation

Two key tasks we help early stage teams with are preparing for and executing successful negotiations of complex long-term business relationships. These early sales efforts must foster value co-creation with customers because both parties understanding of requirements will continue to evolve as the product is deployed and gains wider use.

Your First Dozen Enterprise Customers

My interview with Gabriel Weinberg was originally published Sep-8-2010. He was doing research for what became his fantastic book Traction. We talked for the better part of an hour and a half and I can remember he kept returning in different ways to what was needed to close your first dozen enterprise customers. He recently …

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