updated 1y ago
Not Found
- - Who exactly is the buyer?
from Not Found by Brianne Kimmel
sari added 3y ago
- Escaping the Wilderness Period and finally crossing the Penny Gap, requires clearly reverse-engineering your buyer and concisely answering the following questions about your product:
from Not Found by Brianne Kimmel
sari added 3y ago
- - Building a strong sales organization
from Not Found by Brianne Kimmel
sari added 3y ago
- - Product positioning through category-creation
from Not Found by Brianne Kimmel
sari added 3y ago
- - What immediate pain do you solve?
from Not Found by Brianne Kimmel
sari added 3y ago
- Find the lowest person on the org chart who might have all four attributes of the end user, business owner, technology owner, and budget owner. Sacks describes this as the “lowest atomic unit in the enterprise”. Then, sell to that person.
from Not Found by Brianne Kimmel
sari added 3y ago
- “A decade ago there was a really sharp divide between consumer and enterprise, these spaces were highly compartmentalized. We brought a lot of consumer thinking and consumer tactics to enterprise...Gradually over the last decade or so, the barriers have really come down, to the point where I think most founders see this consumerized approach as pro... See more
from Not Found by Brianne Kimmel
sari added 3y ago
- "The central learning of Yammer, from a company building standpoint, is that we had to get good at sales."
from Not Found by Brianne Kimmel
sari added 3y ago
- - Taking a consumer approach to enterprise
from Not Found by Brianne Kimmel
sari added 3y ago