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In the age of Digital, Startups are launching innovative and disruptive products, often struggling with communicating their Value Proposition to potential customers. What can a startup learn from traditional sales to overcome this barrier?

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Traditional salespeople would tell you to build a strong relationship with your prospects, earn their trust. But this is no easy task when most of your meetings are being held over the phone or through conference calls.

If you ask anyone how they deem someone trustworthy, the likely answer is: “ gut feeling “! But where does that come from?

Mirror Neurons are hailed as the…


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There’s a lot of talk about what the dangers of AI might be and when the subject is brought to the table there’s always the inevitable reference to 2001 Space Odyssey’s infamous Al. Although this is a discussion worth having (and we might write an article on that soon) it is usually put in the place in time years away from now… But reality might be more “Kubrik-like” than Al himself, who debuted just before the 70’s. So let’s raise the question: is AI taking over already? And how? …


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What can sales managers learn from the Fittest On Earth? Is there a way that we can look at an athlete’s performance and figure out what his full potential is and what’s hindering his performance? Can we do the same with our sales team? What about the KPI’s we have in place, can we fine tune them to make sure that all of them are pulling in the same direction?

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Crossfit is the sport of fitness, in which athletes work their overall competence, and competitive events are devised to single out the overall fittest athlete, the one that excels at…


Question

New products can simply bring incremental innovation and usually that’s a smooth sea for the common salesman. But what about disruption? How do you sell something that the market is yet to know it needs? The answer lies in the sales approach and guess what: it’s not what most companies do!

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This article is based on the Harvard Business Review Case Study on Formlabs. We suggest you look into the article if you find this article interesting.

If we look at the 3D printer market today we see a steady business where companies are pushing their incremental updates as a…

João Cruz

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