Feed the Startup Beast: A 7-Step Guide to Big, Hairy, Outrageous Sales Growth

CHAPTER 9Your Engagement Engine

What you’ll find in this chapter:

• Keeping things simple

• Getting insight into your Beast Prospects’ needs

• Setting up your Engagement Spreadsheet

• Putting your Engagement Spreadsheet to work

If you’re like many B2B entrepreneurs, your immediate goal might be to land, say, 10 or 20 profitable, new customers. With those kinds of numbers, why in the world would you need to think about scaling your marketing? Here’s why. If you want to land 10 new customers, you might need to tempt as many as a thousand new prospects into your Beast Cave. Prospects have a way of wandering off, or losing interest, or buying ...