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Are you a start-up CEO? In Customer Development? A technical founder with a great product that you need to start selling now? An engineer at a start-up that's been asked to pitch in with the company's sales? Then this book is for you. While you're sitting at your desk coding or productizing, the phone might ring every so often or you receive occasional "request for information" emails from your website. Perhaps you're lucky enough to gain an introduction from your venture capital partner or friends in the industry. What do you do with that new prospect? How do you move from product...

For the past few years, I've been answering questions about sales by clients in workshops, advisory engagements, sales coaching calls, and email. On Quora, users and followers ask me to answer sales and business development questions all the time. This book is a compilation of these questions and answers. The answers extracted from my Quora activity have been updated and expanded in many cases. I've organized the book so that each question is answered independently. That is, the book does not build on itself like many books with chapters. You should use the book frequently as a reference...