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D E F I N E T H E P R O B L E M E M PAT H I Z E & P R O B L E M PAT H I Z E A S K W H AT I F
T U R N O N F U N N E L V I S I O N P L O T O N T H E H O W W O W M AT R I X I D E N T I F Y T H E T H E M E S
P R O P O S E A B I G I D E A E X C U S E YO U R E F I N E A N D I M P R O V E
C R E AT E A N A C T I O N P L A N
R U L E 1 .
Sell Amazing ThingsR U L E 2 .
Structure a great proposalR U L E 3 .
Handle the NaysayersR U L E 4 .
Know when to pivot
You might be perfect, but your product definitely is not
R U L E 1 . S E L L A M A Z I N G T H I N G S
Selling’s closest cousin is invention
R U L E 4 . K N O W W H E N T O P I V O T
Sales’s closest cousin is invention
R U L E 4 . K N O W W H E N T O P I V O T
R U L E 1 .
Sell Amazing ThingsR U L E 2 .
Structure a great proposalR U L E 3 .
Handle the NaysayersR U L E 4 .
Know when to pivot