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Chris Kohtz
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I'm in a business in which we represent a service/product in a "closed universe". There is literally ONE target/client in each of our major markets which no alternative so we have a very singular "pipeline". Additionally, the contact(s) at that client tend to be the same person, often for many years, resulting in very slow sales cycles. Understanding that "a more appealing/relevant product matters, beyond that, how might one apply the concept of fail faster to such a setting where, tomorrow, you know you face the same client again.
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Nov 1, 2011