Sales: Customer Development

Identify the customer’s specific challenges by asking the right questions.

You need to understand your customer’s pain before you present your solution.

Over time, you will want to build an inventory of problem and solution statements for the different kinds of customers and different product features your product serves.

Don’t hire salespeople right away.

In most cases, salespeople will never be able to sell better than the founders and they won’t be able to sell the product if you are not able to.

To thrive, salespeople need to have a very clear product offering to sell and a very clear direction on who to sell to.

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