Q: I have 3D printed a couple prototypes of my product. I am going to get user feedback by letting security guards–my target market–test if for free for a few days. How many prospect should I have test it before I can determine if there is a market for the product. Since you are 3D […]
No Such Thing as a Random Sample of Five People Read More »
Core skills for customer development: triage, lead generation, complex negotiation that builds a business relationship, and project management.
What Are Core Skills For Customer Development? Read More »
Here are ten tips for managing new product demos to prospects. While it’s always a good idea to preview inside the team and perhaps call in some favors for “friendly fire” review, at some point you have to bite the bullet and start giving new product demos to prospects. Here are my top ten tips (or
Ten Tips For New Product Demos Read More »
The next few weeks and perhaps the next few years are going to be awful. Keep counting your blessings anyway, remain kind, and continue to make a difference. Peggy Noonan wrote My Brothers and Sisters on March 8, 2002 in the Wall Street Journal. She subtitled it “A report from New York, six months on”
Counting Your Blessings Read More »
Michael S. Malone wrote “Second Sight” for the Dec-3-2001 issue of Forbes ASAP (a great quarterly magazine put out by Forbes and edited by Malone that no longer seems to be available on-line). It’s also collected in his book “The Valley of Heart’s Delight: A Silicon Valley Notebook 1963-2001” as Chapter 3. It’s a meditation
Second Sight: A Meditation on Silicon Valley and 9-11 Read More »
We Help You With Customer Discovery Q: Why don’t you ever blog about User Experience Research (UX)? The short answer is that we do customer discovery not user experience research. Our Clients Want Leads and Deals My clients come to me for help generating leads and closing deals, so that narrows my focus. We don’t
User Experience Research vs. Customer Discovery Read More »
Q: I have looked at your website and based on some of your blog posts you seem to provide a full range of tactical services–content, outbound messaging, SEO, videos, newsletters, demos, etc.. Why do you talk about “leads and deals” instead of focusing on the full range of services that you offer? Founders Want Leads
Founders Want Leads and Deals Read More »
Conor Neill has a great post up today on “a 9 Step Cheatsheet for Becoming a Public Speaking Expert” courtesy of the London Speakers Bureau. I am not usually a fan of infographics but this is exceptionally well done. Expert public speaking requires deliberate practice the same as any other skill. Here are some key
Nine Tips For Expert Public Speaking Read More »
The best demo–a Great Demo!–is a conversations driven by mutual curiosity. Your goal is to learn more about a prospect’s current situation and needs while they want to learn more about your product and services and how you can help them. Mutual Demos “Before I demo to you, why don’t you demo to me what
A Great Demo Is A Conversation Driven By Mutual Curiosity Read More »
I have not yet internalized the lessons from Daniel Cook‘s “Laws of Productivity: 8 Productivity Experiments You Don’t Need to Repeat” [PDF] so I find myself working–and now blogging–on a holiday. Here are my key takeaways from Cook’s roundup on knowledge work productivity and some additional thoughts on why they are so hard to put
Labor Day 2014: Knowledge Work Productivity Read More »
