The biggest challenge to growing a successful entrepreneurial venture is often selling. Entrepreneurial selling is very different than selling within an established enterprise.
What are the implications of the differences that entrepreneurs need to understand? What are some of the core skills required for successful selling efforts? It is not about product features and functionality.
It is about a broader toolkit of skills such as understanding customer development, engaging in active listening and skilled questioning, using selling skills in different contexts, telling powerful stories, managing the entrepreneurial selling process, and measuring your success along the way in a manner that lets entrepreneurs build a successful company.
Presenter: Michael D. Alter, adjunct associate professor of entrepreneurship