Selling in mid- to large-sized businesses is never as straightforward as selling to small businesses. The MIT Entrepreneurship Center uses the term “Jury” to refer to the group of stakeholders that must get involved in B2B customer development. Example of a Jury Map As we
For the last 20 years, veteran B2B sales leader Vincent Guyaux has been selling to executives around the world. In 2006, Vincent was CEO of Imaginum, a fabless semiconductor manufacturer providing parts for LED televisions. The company was under-financed at the time Vincent had a
Selling in mid- to large-sized businesses is never as straightforward as selling to small businesses. Closing a sale with large organizations often means convincing a group of stakeholders–the decision-making unit or “Jury” in the terminology of The MIT Entrepreneurship Center–to fire their existing solution, and
Version 2.1 was actually the first version of our product… It was all about perception. – Michael Wolfe, Entrepreneur and Investor The term Minimum Viable Product (MVP) was coined by entrepreneur Frank Robinson and popularized by Eric Ries to identify the version of a new
One of the big challenges for first-time entrepreneurs targeting a new industry is getting enough credibility and visibility to have true business discussions with stakeholders. Prospects look for client referrals to purchase, but it’s impossible to get referrals without actual purchases. Many entrepreneurs fall prey
The Lean B2B Canvas is a lightweight tool to iterate value proposition assumptions and assess the likelihood that your B2B product gets purchased and implemented by businesses. The canvas was designed to be a lightweight complement to the Lean Canvas. It’s a tool I worked
A market or market segment is, by definition, a group of customers who share the same pain and will refer to one another for buying decisions. If we break that down, a market is made up of: A number of potential customers; People who share
