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Keeping
Sales and
YIFTEE CONFIDENTIAL
Marketing
AlignedOrrick’s Total Access Series14 October, 2014
Donna NovitskyCEO, Yiftee
Heard Just This Week!
I have NOLEADS!!!
I just
216!
I justgave you
216!
YIFTEE CONFIDENTIAL
LEADS!!!
What You Need to Know
I’m a pragmatist,Leon. Before I put
3
Leon. Before I puta new product onthe market, I ask
myself,‘Will it sell?’
Get Your Product-Market Fit Right
Product and market development arestrategic and iterative processes that
must be done simultaneously
…It takes two to tango
Why Is This Hard? 3 CommonMistakes
Innovators fall in love with their idea
And talk too much instead of listening
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Why Is This Hard? 3 CommonMistakes
They think it’s about the product
It’s not, it’s about the customer
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Why Is This Hard? 3 CommonMistakes
Most customers are bad at vision
And don’t want to disappoint you
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Improve Your OddsOf Becoming Status Quo
Before you build the product
Talk to potential customers
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What You Need to Know
Customer priority
Solution today
Competitor’s promises
Who decides, influences
Who pays, has budget
What is the minimum viable product (MVP)
Who will be our first reference account
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Why You Need to Know This
Create theright
product
For theright
customers
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Learn howto sell it
Before you run out of money!
Tips on First Hand MarketResearch
1. Face-to-face visits
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Tips on First Hand MarketResearch
2. Ask questions
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Tips on First Hand MarketResearch
3. Get organized
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Tips on First Hand MarketResearch
4. Make it fun
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Tips on First Hand MarketResearch
5. Cast a wide net
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Definition of Winning
He/she who has the mostpaying customers wins
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Key Takeaways
Aligning sales and marketing requires the rightproduct-market fit
It takes two to tango
Innovators often make mistakesFalling in love with their idea
Being too product focused
Not asking the right questions
Increase your odds of success with careful customerresearch
To develop the right product for the right customer at theright time, and learn how to sell it
Practical tips for customer research
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Face-to-face
Askquestions
Getorganized
Make itfun
Cast awide net
