We are mixing it up in 2017 with our email newsletter: we are going back to a monthly publication schedule but will dedicate one issue a quarter to a roundup of events and activities we have planned for the coming months and some key milestones our clients have achieved. […]
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 [...]
Sign up NOW! May 4&5, 2017 https://great-demo1705.eventbrite.com Oct 18&19, 2017 https://great-demo1710.eventbrite.com
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. [...]
After every Great Demo! workshop we follow up with every participant to learn What results have you observed from applying the Great Demo! method so far? Do you have any success stories to report or share? Are there any questions you’d like to have addressed regarding the methods or concepts? [...]
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 [...]
I will be a mentor at the B2B Startup Weekend June 6-8 in San Francisco. […]
Tristan Kromer offers a great workshop on taking your big idea and break it into a series of small steps to test. Your MVP Sucks! - How to crush your dreams and embrace reality Monday, May 5, 2014 from 9:00 AM to 5:00 PM (PDT) more info Tuesday, May 20, 2014 [...]
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 [...]
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, [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 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. […]
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 [...]
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 [...]
Join us on Tuesday, May 7, 2013 for a new class "Get Out Of Your Batcave: Customer Development for Lean Startups" from 6:30 PM to 8:00 PM at Education @ PARISOMA in San Francisco, CA. You'll learn how to: Establish "ground truth" in an early market Use an MVP (minimum [...]
Join us in San Francisco for an interactive workshop "Validating your MVP & Value Proposition." We will cover a variety of proven techniques for validating your MVP & value proposition for B2B startups. When: 5:30-8:30 PM Tue-Apr-2-2013 Where: 1355 Market, Suite 488, San Francisco Cost: $60 This interactive workshop will provide: [...]