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“A related tactic is asking them to play your value back to you.54 This works especially well when the customer has been reticent to give feedback. I was nervous to do this when this was first taught to me. What if the customer couldn’t do so? What if I didn’t like what I heard? But that’s the point. You want to know if you landed your value proposition or what parts of the pitch didn’t stick, something like, “You’ve clearly seen a lot and are very advanced in your thinking. I’m curious, what value do you see, if any, in what we’re doing?”
― One to Ten: Finding Your Way from Startup to Scaleup
― One to Ten: Finding Your Way from Startup to Scaleup
“Structure Win-Win Deals Before you can present a win-win deal, you must understand it. Sketch out the fundamental value exchange for each party. The customer is hiring you to solve certain problems and achieve value. That is the foundation of your working together. Like any foundation, it needs to be strong and will be tested over time. Sometimes, when you’re seemingly down a dead end, reverting to the first principles will illuminate another way forward.”
― One to Ten: Finding Your Way from Startup to Scaleup
― One to Ten: Finding Your Way from Startup to Scaleup
“America is the greatest engine of innovation that has ever existed, and it can't be duplicated anytime soon, because it is the product of a multitude of factors: extreme freedom of thought, an emphasis on independent thinking, a steady immigration of new minds, a risk-taking culture with no stigma attached to trying and failing, a noncorrupt bureaucracy, and financial markets and a venture capital system that are unrivaled at taking new ideas and turning them into global products.”
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“Everything offended Jessica, which is inevitable when you move through the world in search of offense.”
― Sea of Tranquility
― Sea of Tranquility
“He mentioned five elements that really set the deck apart from the rest. Here’s what you need, according to Andy: Name a big, relevant change in the world. This should be an “indisputable truth.” “E-commerce will accelerate post-COVID19-pandemic” is a good example. Show there will be winners and losers. The point here is to give anxiety to the customers that may fall on the losing side. At Videoplaza, we cited the transition from analog to digital in video streaming and monetization with Netflix and Amazon as the winners thus far. Tease the promised land. Instead of introducing your product immediately, talk instead about the future state, about your founding insights to give the prospect a glimpse into the future. Introduce features as magic gifts for overcoming obstacles to the promised land. This is where your product comes in with its ability to get the customer to the other side. Present evidence that you can make the story come true. Case studies, customer testimonials, analyst quotes, product demos—all of these are appropriate in telling this part of the narrative.”
― One to Ten: Finding Your Way from Startup to Scaleup
― One to Ten: Finding Your Way from Startup to Scaleup
Dave’s 2025 Year in Books
Take a look at Dave’s Year in Books, including some fun facts about their reading.
1,243 books
|
51 friends
1,861 books
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232 friends
1,664 books
|
446 friends
77 books
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317 friends
726 books
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296 friends
1,092 books
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71 friends
617 books
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55 friends
47 books
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399 friends
More friends…
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