Remove develop

Chris Koch

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Want to launch a new product or service faster? Do some research.

Chris Koch

In other words, companies start trying to deliver new products and services before they’ve adequately answered all the questions about whether this new thing is something customers actually want, whether it’s something that salespeople can actually sell, and whether it is something that operations can actually deliver at a reasonable cost.

Research 100
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Want to launch a new product or service faster? Do some research.

Chris Koch

In other words, companies start trying to deliver new products and services before they’ve adequately answered all the questions about whether this new thing is something customers actually want, whether it’s something that salespeople can actually sell, and whether it is something that operations can actually deliver at a reasonable cost.

Research 100
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How Do You Market Something That’s Worthless?

Chris Koch

I come from an industry (publishing) where the cost to produce the product has dropped to zero. The publishing industry is imploding because its products can be produced entirely via bits and bytes and therefore, the marginal cost, as Jeremy Rifkin puts it so eloquently in this interview and video, has dropped to zero.

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There is only one objective in social media: create learning networks

Chris Koch

Companies that made commodity products would tell me with straight faces that even their financial processes were unique—GAAP be damned—and that they needed to customize their software to fit “our ways of doing things.” Recommend products and services that you haven’t thoroughly researched and you will most likely be out of a job.

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The 2 questions on every buyer’s mind

Chris Koch

And those marketers tell us that they are much more satisfied with the quality of the ideas from their SMEs than marketers who have ad hoc processes for thought leadership development and dissemination. Among those who parse ideas, most split the pie in half between two types of ideas: Aspirational.

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The 2 questions on every buyer’s mind

Chris Koch

And those marketers tell us that they are much more satisfied with the quality of the ideas from their SMEs than marketers who have ad hoc processes for thought leadership development and dissemination. Among those who parse ideas, most split the pie in half between two types of ideas: Aspirational.

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Why salespeople should sell ideas: an FAQ

Chris Koch

As buyers do more searching, they are stretching the buying process earlier and earlier, to the point where they may not have a specific product or service in mind when they search. Most salespeople are still focused on selling specific products and services. What does online search have to do with selling?

FAQ 100