Getting More Customers Workshop April 23, 2016

We are offering our “Getting More Customers” workshop 9:00am-1:30pm on Sat-Apr-23-16. Spend a morning working on your business with a mix of lecture, discussion with peer entrepreneurs, and reflection and writing. You will leave with a plan for getting the phone to ring and your inbox to fill with inquiries. [...]

5 Ways To Start Customer Discovery Interviews

Customer discovery interviews are essential to testing key B2B product hypotheses and understanding your target customers’ needs. Broadly there are five ways that you can reach out to potential customers for a discovery conversation. All of them assume that you have a clear picture of who your target is and [...]

Make the Transition to Sales: Two Workshops For Entrepreneurs in March

I think the most difficult challenge in sales is maintaining an appropriate perspective and emotional distance from deals: balancing fear, greed, and frustration to maintain empathy and a clear understanding of business objectives. Some of the technologies employed in the sales process are changing rapidly but they impact the tactics, [...]

By |2014-02-26T12:51:54-08:00February 26th, 2014|skmurphy, Workshop|0 Comments

Q: Resources For A Lean Approach to Sales, In Particular New Product Introduction

Q: We have started selling and are looking for resources for a lean approach to sales, in particular for new product introduction. Lean Approach To Sales at Lean Startup Conference 2012 Scott Sambucci and I presented a workshop at Lean Startup 2012 on "Engineering Your Sales Process." The deck is [...]

Improve Your Sales Pitch

Peter Cohan from Second Derivative offers some of the best sales demo/pitch training and hands-on learning that we have seen. So we are honored to offer these interactive workshops to startups. Here is the upcoming schedule: March 5&6, 2014 “Great Demo!” San Jose, CA May 21&22, 2014 “Great Demo!” San [...]

By |2014-03-06T14:56:12-08:00February 20th, 2014|Sales, Startups, Workshop|0 Comments

Getting More Customers Workshop on March 25, 2014

Let's face it, finding customers can be quite a challenge. In this interactive workshop, we will cover a variety of proven marketing techniques for growing your business: attendees will select one or two that fit their style and develop a plan to implement them in their business in the next [...]

Peter Cohan: Differentiating Your Offers Starts With The First Contact

Another excerpt from Peter Cohan's very insightful new article  "Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How" From the customers’ perspective vendors are “differentiating”, positively or negatively, with every contact, every meeting, and every deliverable.  Let’s explore possible negative differentiation first.  How do you feel about: Vendors that [...]

By |2014-09-17T19:41:36-08:00October 2nd, 2013|Demos, Events, skmurphy, Workshop|4 Comments

MVP: What’s Really Under Your Control

We use this definition in our "Engineering Your Sales" and "Validating Your MVP" workshops and our MVP clinics. Our focus is on developing and selling products to businesses so that biases the definition a little bit but it's important to remember what's under your control in crafting your MVP: The [...]

Peter Cohan: Discovery Conversations Enable Effective Product Differentiation

Peter Cohan has a very insightful new article out, “Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How”, that outlines how to use discovery conversations to enable effective product differentiation.  What follows are some excerpts with additional commentary but the entire article is worth reading. […]

By |2015-06-09T22:16:30-08:00September 18th, 2013|Demos, Events, skmurphy, Workshop|1 Comment

Don’t Miss “Capturing Intellectual Property” Silicon Valley Workshop Oct-19-2013

Register for  "How to Invent" for free Udemy course at "How To Invent" is a step-by-step guide for non-inventors to start inventing. It is organized as  screencast lectures, practice sessions, and quizzes. It  offers process for capturing on paper key ideas in your head that you want to document [...]

By |2013-09-18T18:44:31-08:00September 17th, 2013|Events, Legal Issues, skmurphy, Workshop|0 Comments

Validating Your MVP For B2B Startups at SF Lean Startup Circle Tue-Jun-4

We have been invited back the SF Lean Startup Circle to present our "Validating Your MVP and Value Proposition for B2B Startups" workshop on June 4, starting 5:30pm. This interactive workshop will address: How a B2B startup should think about  message, MVP, and launch. Understand who buys your product and how [...]

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