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Category Archives: Landing Your First Customer

To Train Up an Entrepreneur

By | Business By The Book, Landing Your First Customer, Leadership, Marketing, Sales, Starting a Part Time Business | No Comments
To Train up an Entrepreneur

We met Andy years ago when we lived in Minnesota. At the time, my wife was pregnant with our first child and whenever she pulled into the driveway, 10-year old Andy bounded over from next door to help her carry the groceries. His normal practice was to race her to open the door before she had a chance to open it for herself. He had also volunteered to shovel the snow from our sidewalk. Andy and his family had just moved in as our next door neighbors, but he had already captured the heart of my dear wife. He was…

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Three Ways to Avoid Confusing the Market with a New Product Launch

By | Advertising, Branding, Business By The Book, Customer Relationship Management, Landing Your First Customer, Marketing, Marketing, Sales | No Comments

The Netbook launch in 2007, which introduced a smaller, cheaper web-browsing computing device with fewer features than a laptop, is a case in point of poor alignment between what consumers want, what they thought they bought and what they actually got. It stems from core marketing issues of the lack of i) proper market research, ii) proper product positioning and iii) proper marketing messaging. Post-launch research revealed the following issues with the new Netbooks based upon extensive consumer survey of 600 Netbook purchasers: “60 percent of consumers who purchased a netbook instead of a notebook thought their netbooks would have the…

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How To Get Sales and Marketing Experience Prior to a Startup

By | Business By The Book, Channels and Alliances, Landing Your First Customer, Marketing, Marketing, Sales, Sales | No Comments

Q: It is quite apparent to me from reading through your site and listening to your presentations, that sales and marketing skills are essential for an entrepreneur. I am a young man without any experience in sales and marketing and I am curious what you might suggest for someone in my position. A: You are correct in that I strongly believe that sales and marketing is the most important skill in an entrepreneur. Of course there are other important factors such as the opportunity you are pursuing, your character, God’s providence, etc., but the most important skill for an entrepreneur is the…

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