{"id":7387,"date":"2016-04-09T14:03:08","date_gmt":"2016-04-09T18:03:08","guid":{"rendered":"https:\/\/www.duck9.com\/?p=7387"},"modified":"2016-04-10T15:58:27","modified_gmt":"2016-04-10T19:58:27","slug":"got-customers","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/got-customers\/","title":{"rendered":"Got Customers?!"},"content":{"rendered":"
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By Larry Chiang<\/div>\n
<\/div>\n
I’m a sales expert. Ever since engineering school, I have been a sales professional. So, here are some common sense observations that will help Stanford engineers:<\/div>\n
– Selling in the early-adoption part that is to the left of #TheChasm is tough<\/div>\n
– Selling is tough.<\/div>\n
– Selling things that seem too innovative is a tough sale<\/div>\n
– the Customer development cycle by Professor Steve Blank is very hard<\/span><\/div>\n
\u00a0\"image1.PNG\"<\/span><\/div>\n
– Startup Death Spiral happens a lot<\/span><\/div>\n
\u00a0<\/span><\/div>\n
Solution: Practice making the easiest of sales.\u00a0<\/span><\/div>\n
New innovative solution that my mentor taught me via a book written in 1983:<\/div>\n
\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
5\/9\/15, 7:22 PM<\/a><\/div>\n
Customer development cycling to the right of the innovation chasm #ENGR145s<\/a>
\n#ENGR145<\/a>
\n#CTCFTR<\/a> pic.twitter.com\/JeFlYFjaKm<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Yes, sell in the right area<\/p>\n<\/div>\n

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<\/div>\n
Sell to pragmatists buying<\/div>\n
<\/div>\n
\"image3.JPG\"<\/div>\n
#ENGR145s<\/a>\u00a0is about selling in the dotted line region. Thank you Professor Tom Kosnik Re 07\/17\/2012.\u00a0<\/span><\/div>\n
<\/div>\n
\"image4.JPG\"<\/div>\n
#ENGR145s<\/a>\u00a0is about selling in this dotted line region as well.\u00a0<\/span>
\n<\/span><\/p>\n
#ENGR145s<\/a>\u00a0has a jargon phrase, “Cross the Chasm From the Right”<\/span><\/div>\n
<\/embed><\/a><\/span><\/div>\n
\u00a0<\/span><\/div>\n
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\n<\/span><\/div>\n
#ENGR145<\/a>\u00a0is a prequel to\u00a0<\/span>#ENGR145s<\/a><\/span><\/div>\n
\u00a0<\/span><\/div>\n
This dotted line region shows a hidden, basic truth. Microsoft was built on an Altair. Microsoft sold something that was a sequel.\u00a0<\/span>#ENGR145s<\/a>‘ “s” is for sequel. The dotted line area is the Altair Basic.\u00a0<\/span><\/div>\n
\u00a0<\/span><\/div>\n
What Altair Basic is this the Microsoft of!?!
\n<\/span><\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

By Larry Chiang I’m a sales expert. Ever since engineering school, I have been a sales professional. So, here are some common sense observations that will help Stanford engineers: – Selling in the early-adoption part that is to the left of #TheChasm is tough – Selling is tough. – Selling things that seem too innovative […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-7387","post","type-post","status-publish","format-standard","hentry","category-stanford-engineering"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/7387","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/comments?post=7387"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/7387\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=7387"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=7387"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=7387"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}