INSUBCONTINENT EXCLUSIVE:
Joe Procopio is a multi-exit, multi-failure entrepreneur
Joe is currently building Spiffy, and previously sold Automated Insights, sold ExitEvent and built Intrepid Media
customers and lots of them
But how do you land million-dollar deals with limited resources and no credibility?In more than 20 years of building companies and products,
success, acquiring your first customer is relatively easy
Any good salesperson can sell a good product to the prospect of their choice
and all the signals that follow.Aggregate value to target prospectsThe process starts way before the first sales pitch
It makes no difference if your price point is dollars or thousands of dollars
rookie mistake made by most entrepreneurs is spraying and praying at large prospect audiences for the sake of their largeness alone, hoping
For B2B sales, you need to determine the optimum type of business to sell into: their size, their industry, their appetite for innovation,
and anything else you can use to narrow your focus.Figure out who is going to get the most aggregate value for their usage and target
dictate the near future in terms of the growth of your startup
A targeted, good customer is going to make your life a lot easier
A random, poor customer is going to fill your world with complaints, support requests, change requests, feature requests, and ultimately
The tricky thing is, no one needs innovation
value on the customer side.So the question becomes: Who benefits the most from the derivatives of innovation brought about by maximizing the
usage of your product or service?
