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Target Audience: A Single Question to Help You Find, Market, and Sell to Your Ideal Customer

I watched the new Steve Jobs movie last week. Spoiler: he invents the iMac. The point of the flick: paint a portrait of the guy that created the iPod, the round, partially-translucent, magenta colored desktop computer, and giant smartphones called iPads. It seems the writer-director combo decided the best way to do this would be to time-travel the viewer to three (maybe four, I lost count)...

How to Find Your First 1,000 Customers (a $100 million case study)

In 1993, Jeff Miller took over as CEO of Documentum, a document management company that had been stagnant at $2 million in revenue for the past several years. This might seem like a good problem to have, except that companies that aren’t growing are usually dying. Something had to change. So Miller started at the beginning – “who is our target customer?” As it turned out...

The 5 Most Effective Online Sales Techniques I Learned from Two Girls in Indonesia

Indonesia is a funny place. On the one hand, you find some incredible artisan craftsmanship – stuff that would cost 10 or 20 times more in the States (minimum). On the other hand, you have someone trying to sell you something (anything) every ten feet. *true story: as I was walking down a street in Bali, amongst the offers of lunch, massages, and places to stay, a guy asked me if I wanted a tune...

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