by • May 25, 2012 • Best of, Listening, Pitching & sellingComments (16)1421

How to do (and what to expect from) early stage customer development & sales

Everything I know from 4 years of intensive customer development & sales, boiled down into an 18 minutes talk I gave at HackFwd in Berlin.

HD video is here, normal is embedded below. I’m pretty happy with this one and think you won’t have heard the content elsewhere. Watch it!

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16 Responses to How to do (and what to expect from) early stage customer development & sales

  1. Rocio says:

    My favorite part of the presentation was How to Mess Up Customer Development… I think doing the right research and asking the right questions is the foundation of any business development and where a lot of ideas fail. Good presentation.

  2. Jim Semick says:

    This is an awesome presentation of the process Rob. Great suggestions for avoiding false positives. This is the double-edge sword of customer development – people love to help but they may give you false signals. I speak regularly with entrepreneurs who were excited by the early reaction from customers but tripped up by a false buy signal.

  3. Ari Franklin says:

    Great presentation! Thanks for posting. We are right in the middle of early stage customer development (as I like to call sales/activation prep) and you have so many useful tips I can’t wait to put into practice.
    It reassuring to hear things we are doing exactly right (informalizing, and making our conversations casual & movement driven) and some things we need to do better (ask better questions).

    While we haven’t launched yet – of course – I’ve been planning to send emails to the first 1000 sign-ups for quite some time. Such a simple, relevant, and easy to overlook idea. Cheers

  4. Chris Grimes says:

    Cameron from Ferris Bueller’s Day Off? Is that you?

  5. [...] I think that working nights & weekends is an awesome way to start doing customer development and answering the big questions about your business. You’ll have a much better starting point [...]

  6. Fadi Bizri says:

    Great video Rob. Thanks!

    Any chance your slides will be made available?


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  11. Mike says:


    thank thank thank you!

    I’m doing plenty of what you say, feeling the strain of all the conversations. Loving the learning – totally loving it, but it is hard.

    Thanks for sharing this and for helping me feel that I’m not alone.


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