As a mentor at StartupBootcamp I get to see a lot of startups, all of which have the special challenge of selling something that has not (yet) been proven in the marketplace.  At a recent TMS BizDev session in Amsterdam we focused on getting business prospects to move from interested to actually buying. Focus on the right customer combined with clarity about the buying persona’s and their journey turn out to be essential here, and remove a lot of the frustration otherwise associated with selling into the complex B2B market.

Read the blog Marc (StartupBootcamp), Tim (ColemanBorg) and I wrote together.

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