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People underrate the importance of sales
Most people (especially engineers) underestimate the importance of sales because it's hard to accept that customers will not come just because they build cool stuff.
Engineers are biased to think that way. But it's only a delusion to think that distribution will flow magically without considering a proper distribution system.
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Sales are hidden in plain sight
All salesman are actors: their priority is persuasion, not sincerity.
Sales work best when hidden. People in sales, marketing, or advertising have a job title that has nothing to do with those things.
And there is a reason for all of this: none of us wants to be reminded when we're be...
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Distribution is part of the product
The engineer's grail is a product great enough that it sells by itself. But anyone who says this either is delusional or is selling something (and thereby contradicting himself).
Think about distribution as something essential to the design of the product.
Good produc...
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Marketing and advertising
Work for low-priced products that have mass appeal but lack any method of viral marketing.
A laundry detergent company can't afford to pay salespeople to go door-to-door, but instead pays salespeople to talk to grocery chains since one deal might mean 100.000 bottles sold.
To reach it...
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Distribution methods
It can vary based on the product's target customers.
To have a viable business, the total net profit that the company earns from a customer (Customer Lifetime Value, CLV) should be bigger than the amount spent to acquire the customer (Customer Acquisition Cost, CAC).
It starts from co...
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Viral marketing
A product is viral if its core functionality encourages users to invite their friends to become users too. If every new user leads to more than one additional user, it will grow exponentially.
This ideal viral loop should be as quick and frictionless as possible.
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Engineers' view on sales
In engineering disciplines, a solution either works or fails. They add value by becoming experts at a technical skill that can be evaluated relatively easily.
Sales are the opposite: a campaign could be to change surface appearances without changing the und...
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If you've invented something new but you haven't invented an effective way to sell it, you have a bad business--no matter how good the product
PETER THIEL
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Does distribution matter more than the product?
Superior sales and distribution by itself can create a monopoly. No matter how strong the product (even if it is the next best product in the world), it must be supported with a strong distribution plan.
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Find the perfect users (market segment)
At Paypal, they wanted to get the most valuable users first, which were the emigrants who wire money back home, but the transactions were infrequent - didn't work.
They needed a segment with a higher velocity of money - they found eBay 'PowerSellers' (the professional vendo...
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CURATED FROM
CURATED BY
As an engineer, it was hard to not underestimate the importance of distribution. Most of the time when I was thinking about sales, my brain(thoughts) just decides to skip it.
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