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4 awesome B2B startup sales tips from Steve Blank

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Lessons Learned

In complex B-to-B sales, multiple “Yes” votes are required to get an order.

A single “No” can kill the deal. Understanding the saboteurs in a complex sale is as important as understanding the recommenders and influencers

We needed a selling strategy that took all of this into account.

In a startup not losing is sometimes more important than winning.

via At times not losing is as important as winning « Steve Blank.

Written by John Gannon

August 20, 2012 at 3:57 pm

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