‘Dogfooding’ is a term used to describe using your own products or services. Here’s a portion of the entry for the term on wiki. “Eating your own dog food or “dogfooding” is the practice of using one’s own products or services” This is a product strategy that you can use to your advantage. If you ‘dog…
In previous articles I showed you how to build your product sales process and talked about the differences between hunting and farming. In this article, I want to share what I’d recommend when it comes to achieving the first big step in building an effective product sales process – repeatability. Background If your product sales…
Growing up we were all taught some version of the story of early civilization as they sought to find sources of food. The group would typically be broken up into hunters and gatherers. Some would hunt game and others would look for sources of food they could simply collect. In all of these stories a…
First things first, I’m no judge or some kind of Netflix cop. In fact, I currently borrow my Netflix login from one of my family members (thanks fam!). However, what I didn’t know is that apparently millions of others are doing the same thing. “Some estimates suggest as many as a third of accounts share…
This episode, I explain the difference between hunting and farming as it pertains to product sales, the pros and cons of each of these methods, and why these two types of processes are so important when building your product company. Sean Boyce has run his own consultancy firm NxtStep Consulting for over 10 years and…
Hunting should give your product the ability to generate sales on demand. You should be able to say (with confidence) that for every X prospect you engage with about your product, you are going to create Y new paying customers. Armed with this level of predictability, you can build a product sales process that scales because…
Hunting is when you are proactively generating leads for your business. Farming is when you invest in marketing that sends leads to you so that you can respond reactively. As such, hunting is typically associated with sales and farming is typically associated with marketing. Most people have a preference when it comes to these two strategies. …
Rob Fitzpatrick has been running small businesses for over 13 years and he’s joining me today to share what he’s learned about customer research, why it’s so important, and how we can do it effectively. Rob Fitzpatrick has been running small businesses for over 13 years and has written multiple books about what he’s learned…
Tons of content is focused on product-market fit, but much of it doesn’t help you figure out how to get there. First off, I want you to think of product-market fit as a phase, NOT a destination. This is because both variables in the equation are dynamic. Your product and your market are every changing. …
Everyone wants their product sales process to scale, but first you must make it repeatable. Achieving repeatability is the second step towards building an effective product sales process. You’ll know you’ve achieved repeatability with your product sales process when you can create consistent results. For example, I want you to be able to say for X…