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The Four Steps to the Epiphany
Successful Strategies for Products that Win 2nd edition by Steven Gary Blank (2005) Paperback
Hiten Shah
Jan 24, 2021For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It’s really not our fault. We weren’t taught how to sell, plus we’ve been sold before, leaving us with a bitter taste. Here’s the truth: sales does not have to feel icky for you or your customers. In f...
Founding Sales
The Early Stage Go-to-Market Handbook
This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book w...
Category Creation
How to Build a Brand that Customers, Employees, and Investors Will Love
Salesforce, Hubspot, Gainsight, and other tech brands have pioneered a new marketing and branding playbook focused on serving the people *behind* the companies they sell to. They have built category-defining (and in some cases category-creating) companies and communities that led to faster growth, higher valuations, and dominant market positions.Th...
Obviously Awesome
How to Nail Product Positioning so Customers Get It, Buy It, Love It
Goodreads Rating
You know your product is awesome—but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, wi...
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Rand FishkinThe Mom Test
How to talk to customers & learn if your business is a good idea when everyone is lying to you
Goodreads Rating
The Mom Test is a quick, practical guide that will save you time, money, and heartbreak. ...
Marketing Lessons from the Grateful Dead
What Every Business Can Learn from the Most Iconic Band in History
Goodreads Rating
The Grateful Dead-rock legends, marketing pioneers The Grateful Dead broke almost every rule in the music industry book. They encouraged their fans to record shows and trade tapes; they built a mailing list and sold concert tickets directly to fans; and they built their business model on live concerts, not album sales. By cultivating a dedicated, a...
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Jeffrey Shaw