Understanding Customer Needs and Validating Solutions in Sales

FOUR ACTIONABLE FOUNDER TAKEAWAYS

• Your first customers should come from the founder
• Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are.
• If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer.
• If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue.

PETER'S PATH TO PRESIDENT’S CLUB

• Co-Founder @ Atrium
• Founder @ Modern Sales Pros
• VP of Product @ Monster
• Founder @ TalentBin (Acquired by Monster)

RESOURCES DISCUSSED

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• Things you can steal