Workshop

Getting More Customers on Aug 21, 2008

Events, Workshop / By

Getting More Customers – Proven Techniques for Growing your Business Thursday, August 21, 2008 8:15 AM – 1:00 PM (Lunch Included) Plug & Play Tech Center 440 N Wolfe Rd Sunnyvale, California 94085 click here to Register: https://www.123signup.com/register?id=tpzbv We will cover a variety of proven marketing techniques for growing your business: attendees will select two …

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5 Ways To Start Customer Discovery Interviews

1 Idea Stage, 2 Open for Business Stage, 3 Early Customer Stage, Customer Development, skmurphy, Workshop / By

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 a few key questions that …

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Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail”

Demos, Sales, skmurphy, Testimonial, Workshop / By

After every Great Demo! workshop we contact the attendees with a short E-Mail that reads in part: I want to check-in to see how you have been doing using the ideas and skills we covered in our Great Demo! Workshop three months ago.  Specifically, I’d like to hear: What have been the results so far? …

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

skmurphy, Workshop / By

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, not the substance. Selling for …

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

3 Early Customer Stage, 4 Finding your Niche, Sales, skmurphy, Workshop / By

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 posted at http://www.slideshare.net/SalesQualia/engineering-your-sales-process About 70% …

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Getting More Customers Workshop on March 25, 2014

1 Idea Stage, 2 Open for Business Stage, 3 Early Customer Stage, 4 Finding your Niche, 5 Scaling Up Stage, Events, skmurphy, Workshop / By

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 90 days. Speaking – small …

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Peter Cohan: Differentiating Your Offers Starts With The First Contact

Demos, Events, skmurphy, Workshop / By

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 cold call you – repeatedly? …

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MVP: What’s Really Under Your Control

3 Early Customer Stage, Community of Practice, Customer Development, Lean Startup, Workshop / By

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 particular type of customer: you …

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

Events, Legal Issues, skmurphy, Workshop / By

Register for  “How to Invent” for free Udemy course at http://www.udemy.com/how-to-invent/ “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 as intellectual property and possibly …

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

3 Early Customer Stage, Customer Development, Events, Lean Startup, Workshop / By

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 they calculate its value and …

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