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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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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Quotes For Entrepreneurs–May 2011
You can follow @skmurphy to get them hot off the mojo wire or wait until the end of the month when these quotes for entrepreneurs are collected on the blog. Enter your E-mail if you would like new blog posts to your inbox.
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Memorial Day 2011
On Memorial Day 2011 we commemorate those who died in the service of our country. I offer three quotations related to men giving their lives in battle for you to meditate on.
Actionable Insights For The Entrepreneurially Minded
SKMurphy’s “Book Club for Business Impact” offers actionable insights for the entrepreneurially minded, both bringing change to a market or an organization.
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Giving Up Too Soon, Persisting Too Long
Distinguishing between where you are giving up too soon or are persisting too long is a hard problem. Here are some tips.
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SLLConf 2011: Three Talks I Am Looking Forward To
I am looking forward to three talks at Startup Lessons Learned 2011 (SLLConf 2011) by David Binetti, Steve Blank, and Suneel Gupta.
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George Grellas on Leadership
George Grellas left a great short essay on leadership in a comment on Hacker News. Writing in response to “Wash the Dishes When Nobody Else Will” This is reposted with his permission (re-formatted from a single block of text).
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Price, Value, and Your Prospect’s Perception of Risk
Here are a couple of rules of thumb you may find helpful in thinking about price, value, and your prospect’s perception of risk.
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Early Markets Offer Fluid Opportunities
Startups see fluid opportunities in dynamic environments, but no certainties before opportunities pass or the “situation changes.”
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Interview Prospects To Find Unmet Needs, Persistent Problems, and Goals at Risk
Customer understand when they have unmet needs, persistent problems, and goals and risk. They are normally very good at describing their problems and constraints on a solution but less accurate in fully specifying a solution.
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We Use a Wiki to Organize Customer Interviews
Tips for using a wiki to organize customer interviews for customer discovery and to assess perspectives on their offering after purchase.
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Quotes for Entrepreneurs–April 2011
You can follow @skmurphy to get them hot off the mojo wire or wait until the end of the month when these quotes for entrepreneurs are collected on the blog. Enter your E-mail if you would like new blog posts to your inbox.
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Stoking the Star Maker Machinery Behind The Popular App
To many of the current incubators seem focused on “on hit wonder” startups designed to be acquired quickly. Apps are the new pop songs and the incubators are the music labels, stoking the star maker machinery.
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Georgi Dagnall on Steve Blank’s Visit to April Bootstrapper Breakfast
Georgi Dagnall, founder of Geogad a mobile tours applications, offers her perspective on Steve Blank’s visit to the Bootstrappers Breakfast.
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Making the Trains Run on Time: Software Release
Making the Trains Run on Time is a very effective a model for planning a Software Release; it’s better to fix the schedule and see what fits.
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Conversations Entrepreneurs Remember
Bootstrappers Breakfasts are hot coffee and a shared meal with conversations that entrepreneurs remember and apply to their business..
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Failure to Thrive
Failure To Thrive: “We need another two weeks to add this one last feature.” This mindset of hesitation kills more products than any competitor.
Quotes For Entrepreneurs–March 2011
You can follow @skmurphy to get them hot off the mojo wire or wait until the end of the month when these quotes for entrepreneurs are collected on the blog. Enter your E-mail if you would like new blog posts to your inbox.
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Address A Problem An Industry Promotes In Satisfying A Major Need
There is always a the hill behind the hill. Address the next problem an industry promotes when they have solved a major problem.
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