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40 Tips for B2B Customer Development Interviews

This post on B2B customer development interviews builds on one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews, contact us. Here are my lessons learned from taking part in interviews where the startup planned to offer a product or service to a business. …

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Primary Research Tools: Q&A With Jen Berkley Jackson

I recently did an in depth interview with Jen Berkley Jackson of The Insight Advantage on primary research tools. Jen works with companies to help them make sure that they understand their customers better than any competitor or potential competitor. Her firm performs primary research for clients, using a variety of tools to gather information …

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Stiff by Mary Roach

Mary Roach’s Stiff offers a tour of the afterlife: she answers the question what happens to our bodies after we die. She explores funeral homes, autopsies, medical training, medical research, crash testing, body armor testing, cremation, brain death, natural decomposition, and organ transplants among other topics. Is is meticulously researched. Roach visits all manner of …

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A Serious Conversation Can Change Your Life

Theodore Zeldin gave a series of six lectures on conversation that were collected in slim book called “Conversation: How Talk Can Change Our Lives.” I found it offered a number of insights on what is needed for a serious conversation. And since serious conversation is one of the primary tools for early market exploration and …

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Nature, Technology and Magic

What seems natural, artificial, or supernatural is a function of familiarity. Nature is the background or context for innovation. The challenge is that we live in a world and culture formed by millennia of innovation so that some incredibly advanced technologies seem natural. The difference between technology and magic is not that one works more …

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Serious Problems With Business Model Canvas For Startups

Q: I’m just about to get out of the building to validate hypotheses and start learning, but I have a problem with the business model canvas. I have been advised to develop detailed hypotheses before starting customer discovery. This is my startup and I have no idea how to fill in the business model canvas …

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notebook to Organizing Your Experiment Log

Tips for B2B Customer Development Interviews

This post on customer development interviews is one of my most popular. If you would like help preparing for customer development interviews or reviewing results from recent interviews please sign up for a no cost no obligation office hours session and I will be happy to help you rehearse or de-brief. Here are my lessons learned from taking …

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Find Related Content

Want to read more? Here is a sitemap of additional SKMurphy content A Advisory Board Angel Funding Appreciative Inquiry B Bootstrappers Breakfast Blogging Business Cards Business Development Business Model Business Strategy Buy Process C Cohan’s Great Demo Compelling Demonstrations Consulting Customer Development Customer Support D Design Automation E Early Adopters Early Customers Early Market Early …

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Video: Early Revenue For Enterprise Web Apps

This webinar is for SaaS firms faced with an “enterprise sales” challenge by virtue of their minimum price point or number of job boundaries, business processes, or contractual relationships that have to change to create value. The focus is on early revenue. Here is the video from my February 24 webinar with DreamSimplicity on “Early Sales …

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Drifting

It’s useful to think very deeply about a situation but beyond a certain level of effort or length of time you need to do some drifting and recharge. I think you need a mental circuit breaker for detecting an impasse and triggering activities that can lead to a change in perspective.

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