September 2013
Beginner
368 pages
5h 56m
English
book
The Agile Startup: Quick and Dirty Lessons Every Entrepreneur Should Know
by Jeff Scheinrock, Matt Richter-Sand
Content preview from The Agile Startup: Quick and Dirty Lessons Every Entrepreneur Should Know
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Find the Hot Buttons
Long gone are the hard-sell days of scripted, uninterrupted presentations. Face-to-face selling today requires a consultative approach. Rather than steamrolling your audience, you need to probe in order to uncover needs. Salespeople call these needs or problems hot buttons. On a sales call, your mission is to find the hot buttons, and then demonstrate how your product fixes them. For example, let’s say that your plan is to present five problems that your product addresses. In probing, you discover that only one of the five areas is a hot button. Realizing this, focus all of your efforts on the hot button and forget the other four talking points. Above all, engage with your audience, understand what motivates them, and respond to those hot buttons.
This agile approach to presentations works with all kinds of audiences, even investors. In the meeting, rather than barreling through your pitch, pause frequently and ask probing questions. Find the investors’ hot buttons, and then leverage this information to lead them to the conclusion that your company belongs in their portfolio.
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.