The Next Sale
Are you pursuing the wrong customer?
How do you know if you're right? Are you just guessing?
Everything can come back to pursuing the wrong thing. In marketing or innovating, you are pretty much going to be wrong in business if you don't do this one thing.
Speak to your current customers.
They aren't going to give you all the answers you need right away and you will rarely find a “power customer” to get you right on the money.
It's about getting closer to the impactful problems that will lead to meaningful progress in sales.
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