May 1, 2010

Cold Calling the #custdev way, part 2

Michael Schell, author of Buyer-Approved Selling and Winning Sales Advice, developed sales techniques by researching and collaborating with hundreds of professional buyers at Fortune 500 companies.

Following up from my post in part 1 of this series, Mike gives Lean Startups a few tips for introductions with customer research cold calls.

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Books & collected practices

Peer Learning Is - a broad look at peer learning around the world, with a focus on practical program design
Mentor Impact - researched the practices used by the startup mentors that really make a difference
Decision Hacks - early-stage startup decisions distilled
Source Institute - open peer learning formats and ops guides, and our internal guide on decentralised teams