10 (Startup)

By @VladBlagi, ScaleMyBusiness.com

You Don’t Know You’re Making

WRONG CUSTOMERSelling to the

Acute need or pain

Customer is aware of the need

Got or can acquire a budget

WRONG PRODUCTSelling the

Be open to new opportunities Uncover Barriers to adoption

PRODUCTSelling the

Feature Pusher

Sell a solution, a BETTER world Sell an experience

iPad is one big, beautiful display —9.7 inches of high‐resolution photos, movies, web pages, books, and more. It makes surfing the web, checking email, watching movies, and reading books so natural, you might forget 

there’s incredible technology under your fingers.

PROOF & FIGURESNot providing any

DIFFERENCENot showing the

What makes you unique Do customers care about it?

UNDERPRICINGyour product

Risk loosing Money Attract customers from hell

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LISTENINGConvincing and Defending… instead of

QUESTIONSNot Proactively Answering

Financial risk ROI, Speed of reward

Product-needs fitinformation about product features, FAQs,

demo, free trial…

Competitor risk better / faster /cheaper?

Compatibility risk fit their way of working

integration

FOLLOWING UPNot

only 12% make

> 3 contacts

# of follow ups

CLOSEFailing to

EXPERIMENTINGNot Conscientiously

UNDERDELIVERINGOverpromising and

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Build a