You need to think small, not big. Basically, your goal should be to get an initial project that gives you a chance to prove your value and establish a relationship with someone in the company. – Jill Konrath, Selling to Big Companies Author Although you
You need to have a vision and the willingness to change your direction. Don’t go at it without a vision and hoping to find a market. You need a base assumption. – Hiten Shah, Crazy Egg Co-Founder Everything that goes through your head before the
There’s always an excuse to get in front of a customer and show something. – Michael Wolfe, Vontu Co-Founder and Startup Advisor It’s best to always keep the initiative with prospects. To land your first 10 customers, don’t expect to be called back to meet
One of the reasons why I love B2B is that products with predictable and calculable ROI literally sell themselves. For a large company, buying a solution that saves $500,000 a month is a near no-brainer. However, it’s not because your company helps save $6M a
You have to really be ruthless with your idea; trying to find any reason to disprove it and not being too emotional with what you’re building. – Pete Koomen, Optimizely Co-Founder The solution interview phase of the B2B customer development process is about learning —
After completing a second round of problem interviews with my previous startup, HireVoice, my business partner and I had identified that the core problem for Human Resources (HR) specialists was candidate attraction. In the year to come, our prospects were planning to invest in sourcing,
The fact is that when you’re talking to one customer it’s very easy to fall prey to their specific needs that may not be representative of the whole market. – Thor Muller, Get Satisfaction Co-Founder and Author There’s an important bias built into the customer
