When I was 20 years old, I spent my summers between engineering school semesters selling door to door. I was the number 1 door…
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Outbound Prospecting + Inside Sales Funnel Figure 1: Outbound Prospecting + Inside Sales Funnel Schematic Figure 1 depicts the outbound prospecting funnel. This funnel…
Price And ROI Justification
Your price is a function of the value of the transformation you create for the niche, the niche’s ability to afford the solution, and competitor prices in the market offering alternatives to your solution.
We can determine the value of the transformation by calculating the expected value of all the outcomes.
The Expected Value
The expected value accounts for all possible outcomes and their respective values and probabilities.
“Entrepreneurs fail not because they can’t build products, identify markets, market their products, or price their products properly, but because they conduct these activities in the wrong order and run out of money before they get traction.”