This document provides advice and a framework for conducting customer interviews and problem validation experiments as part of the lean startup methodology. It emphasizes the importance of getting customer feedback early through interviews in order to learn quickly and avoid wasting months or years building the wrong product. It outlines an iterative process of planning customer interview experiments, conducting the interviews, analyzing results to improve customer and problem definitions, and planning new experiments. The mindset encouraged is being open to learning from customers and using their insights as the key to startup success.
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
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For you to generate leads consistently, you need to master your sales pitch. This post puts all the other search results you see here to shame - so dive in!
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With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
Customer interview presentation at Lean Startup Machine Amman-Jordan.
Describe best practice, what to do, what not, where to find your customers and what to ask them, as part of customer discovery process (Cus_Dev & Lean Startup methodology)
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
Sales Pitch: The Ultimate Guide to Mastering the MessageJustin McGill
For you to generate leads consistently, you need to master your sales pitch. This post puts all the other search results you see here to shame - so dive in!
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
Customer interview presentation at Lean Startup Machine Amman-Jordan.
Describe best practice, what to do, what not, where to find your customers and what to ask them, as part of customer discovery process (Cus_Dev & Lean Startup methodology)
How can you help new product managers hit the ground running? Here is product management advice we share at HubSpot when onboarding new product leaders to the team. Check out the blog post here: http://product.hubspot.com/blog/9-lessons-from-onboarding-new-product-managers
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
One of the biggest factors in determining how your target market perceives your business relates to the performance of your salespeople.
In this session we will discuss:
How to maintain existing business relationships so that your clients ignore approaches from your competitors
How to effectively prospect for new business without having to cold call
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Improvements in these key areas will significantly improve your reputation in the marketplace.
How to Prepare for the Lowe's Customer Service Associate Interview?Coursetake
Learn More - http://bit.do/lowes-customer-service-associate
Lowe's Customer Service Associate Interview Preparation
Ace the Customer Service Associate Interview at Lowe's in a step by step teaching method.
Summary
Lowe's Customer Service Associate Interview Preparation is a comprehensive course to help you ace the coveted job of a Customer Service Associate at Lowe's.
Learn in a step by step manner how to ace this interview at Lowe's.
The approach of this course is to first teach you a chapter and then give you some homework to complete.
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Prerequisites
None. Everything will be covered in detail.
Target Student
Candidates preparing for the Lowe's Customer Service Associate Interview.
Students who are interested in learning more about the Lowe's Customer Service Associate interview process.
What will you learn?
Ace the Customer Service Associate Interview at Lowe's.
Learn in a Step by Step Teaching method how to prepare for the Lowe's Customer Service Associate Interview.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
10 decisions that will radically improve your startups chance of successCo-founder Ignitor
A slide deck of 10 decisions that will radically improve a startups chance of success. As well as an introduction to a weekend seminar to help entrepreneurs kick-start their businesses. For more visit: www.startupcherry.com
A presentation that introduces five methods for generating new business ideas commonly used by top entrepreneurs, companies and innovators. For more information visit: www.startupcherry.com
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Implicitly or explicitly all competing businesses employ a strategy to select a mix
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involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
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Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
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Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
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At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
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19. Be like when finding customers.
Talk to them like Keep looking until you find one
behaving like
20. Paul Smith X X A bigger problem was having no time!
XX X
X X
X X X
Mark Briggs
Sipho
Ndlovu
Michael
Mandy
Greg
Linda
Julian
Richard
Siya
X
X
Older customers
Lived in a rural area!
21. CAN YOU… find early adopters?Customer
definition
1 Do 1 round of interviewing
2 Write up actual results
3 Analyze what you have learned
- Improve customer definition
- Change the customer defintion
- Better define the customers
- Better define the problem
- Find a bigger problem
Customer
problem
Expected
result
Actual
result
Insights
22. Plan a new experimentCustomer
definition
Goal: Improve your ability to find
early adopter
(Customers with a problem they
have taken action to solve /
dissatisfied with current solution)
2 Write your actual results on a
sticky note and stick it on the canvas
Customer
problem
Expected
result
Actual
result
Insights
Customer
definition
Customer
problem
Expected
result
1 / 10
Spent money,
time or effort
10 / 10
Spent money,
time or effort
23. Keep running experimentsCustomer
definition
1 Plan experiment
2 Do problem interviews
3 Analyze results & improve
4 Plan new experiment
Customer
problem
Expected
result
Actual
result
Insights
Customer
definition
Customer
problem
Expected
result
1 / 10
Spent money,
time or effort
10 / 10
Spent money,
time or effort
Actual
result
Insights
Customer
definition
Customer
problem
Expected
result
Actual
result
Insights
24. Interview customers
• Get out of the building
• Conduct customer interviews (Phone or face-to-face)
• Aim to do at least 5 per hour (Ideally)
• Aim to run and analyse 3 experiments
• Next presentation at 13:00
• Feel free to ask for help from Justin or Paul after each round of
interviews
Editor's Notes
My Startup Failed. Fuck.
I finally said it, my startup failed. Fuck. I felt like I was coming out of the closet when I first stated it aloud to my co-founder. We both knew for months it was not working out, but we never explicitly defined our situation as a failed one. Now that the elephant in the room has a name, we’ll call him “Dumbo” which stands for “Didn’t Understand Markets Brain Outline”. That right there was our main problem. Our market demographic was musicians, and although a few of us had worked around the industry, we concluded recently we were not music SALES domain experts.
The product was a flash sale platform for musicians to release their music using dynamic pricing (zillionears.com). To us, this software was a no brainer for musicians to use. The artists get to engage their fans while enticing their community to share with friends. So we talked to a few artists who said they thought it was a cool idea. BOOM! Our idea had been validated! After that moment we basically stopped talking to artists for a year and built (and rebuilt) the software until we thought it was acceptable.
Our first beta test was a disaster when Amazon (who was our payment processor) suspended our account for not complying with money transfer issues. Fans were able to participate in the sale, but we were unable to capture their billing. We ended up paying the artist out of our own pocket and giving everyone his music for free (and we never told him that happened until now).
From that beta test we found out that our software needed to be rewritten to comply with Amazons terms. More importantly though, people really didn’t really LIKE anything about our product. No one that used the service thought it was that cool. In fact, some people that participated in the sale didn’t even like our “dynamic pricing” system. They were trying to support the artist, so saving a few dollars didn’t excite them. They could easily have just gotten his music for free elsewhere.
We should have packed it up early right then, but we felt like we had already gone too far to quit. We rebuilt (and re-designed) the majority of the software, got approved by Amazon, and reached out to over 1,700 artists (each individually through different platforms). We got between 1 and 10 artists interested. Again, this just screams “PUT IT OUT OF ITS MISERY!” But we kept going. Finally the day came for our second beta (which was totally gonna kick ass for sure). The artist we had on board set up his sale page and was ready to go. Only problem is he totally misunderstood what our software was all about. Once he found out about the dynamic pricing he tells us “I think I am just going to release with another platform.” FUCK! Are you serious????
After that we spent another month slowly letting it linger in our day to day lives. We went for one last ditch effort to make a press release, but couldn’t get a single artist (out of the 1,700+ we talked to) to run a sale. My co-founder called me to tell me this news. I asked him “Would you like to use my gun?” I was referring to the scene in The Social Network where Zuckerberg’s lawyer asks Saverin “Would you like to use my pen?” to manipulatively sign his shares over. I, of course, was referring to shooting this fucking company in the head and moving on with our lives! He agreed. We took Zillionears out back, and shot it in the head. It felt good.
Although our company did not succeed the way we would have hoped for, we all learned more in the past year than we had in college. Our insights and experiences have been invaluable. For each of my future posts I will go into detail about the things I learned while on this journey, and how to apply the knowledge to future startups so you can avoid ending up in a room with “Dumbo”!
Hit me up on twitter! I just got on there. I love to talk to folks about startup experiences! @nemrow