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Feed the Startup Beast: A 7-Step Guide to Big, Hairy, Outrageous Sales Growth by Jonathan Verney, Drew Williams

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CHAPTER 6Value: The Second Law of Engagement

What you’ll find in this chapter:

• Sales pitches vs. value propositions

• Three magic questions

• How Sophie discovered her true value

• Value propositions for Paul and Karim

Chances are you think you know your value story inside-out for each of the market segments that you serve. After all, like any passionate entrepreneur, you’re repeating your value mantra to anyone who’ll listen, every day of the week (including evenings). In fact, you may be saying to yourself: “Value. Yup, got it. Think I’ll skip this chapter and see what’s going on in Chapter 7.” Stay with us for at least one more paragraph. ...

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