You will learn to identify the needs of your customers
You will be able to determine functions which are worth introducing into your product
Conducting in-depth field interviews
You will learn how to find a paying segment
You will learn to identify its values
You will be able to determine the further vector of development of your product
5 Efficient Scenarios for Conducting Customer Interviews
You will be able to interview clients more effectively using five different work scenarios
You will be able to better understand the client's needs and desires by conducting interviews through discussion and observation
You will learn how to communicate with future users of the product and identify the underlying causes of the formation of market demand
Fail Fast — rapid hypothesis testing method
You will learn a trouble-free method for quickly testing hypotheses
You will be able to help your team learn through setbacks, improve your skills as you progress to higher levels, and see quick results from rapid hypothesis testing
You will learn how to avoid dead ends by getting out of your own way and helping you quickly test your idea with real clients
You will master the method of testing hypotheses Get Out of the Building
You'll get insights from real people and get the data you need to make decisions based on the state of your product or service
You will learn how to test your hypotheses on real people
For testing your hypothesis, it's very effective to just sell it to random people on the street — it's not a big deal
CustDev by Steve Blank and Lean Startup by Eric Ries
You will learn about the core values and principles of Lean Startup
You will learn about the core values and principles of Customer Development
You are in startup mode, without a budget… and you will prove your ability to make a profit
ABCDX-segmentation
You will learn what is ABCDX segmentation
You will master the ABCDX segmentation technique
You will learn how to segment customers into those who bring maximum value and those with whom it will be more expensive to cooperate than not to work at all.
First Sales Framework
You’ll learn First Sales Framework
You’ll be able to use First Sales Framework for fast sales
You will learn how to sell an idea to clients and then to investors
Spin Sales
You will learn what SPIN selling is
You will practice the SPIN selling technique in client interviews
You will learn how to ask Situational, Problematic, Extracting and Guiding Questions to increase conversion to a deal
