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What Does Customer-Centered Mean?
In today’s world, most people realize that you have to put the customer, not the product first. But, does that
How To Lead Your Audience Through Your Presentation
You are now ready to shift to your left brain and put the clusters you identified in a sequence and
Are You Open To New Ideas?
Since the industrial revolution, the business model of companies has been to build a “hit” product and then sell
How To Begin Preparing Your Story For Presentation
Anyone who has sat through a presentation knows what a data dump is. The presenter goes on and on in
Reverse How You Develop Your Business Model For Better Results
In contrast to the usual product development model, Steve Blank, in his book, "The Four Steps To The Epiphany,” describes
What’s The Shape Of Your Pipeline?
Jeff Hoffman wrote an article where he talks about the shape of your pipeline. Individual salespeople generally have a
Do you want to make the right decision or be right?
When you are working in a startup, decision making is difficult because there are so many unknowns. And you
Persuasion Requires Understanding And Empathy
To be persuasive, you have to spend a considerable amount of time getting to know your audience. What is it
Maybe Your Product Is Great
Maybe your product is excellent, but your message is not. Instead of focusing on features and functions, focus on what
When you are telling your story to prospects who want to hear your story, you are tempted to “stretch”
You will be more than
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