Here are the downloads mentioned in recent podcasts and blog posts:

How to Ask Questions

A step-by-step guide to interviewing customers to identify their pain, profile their complete problem, and get feedback about your solution. Includes:

• All slides and examples from the podcast (PDF)

• Sample questionnaires from two B2C companies and three B2B companies. (PDF)

Mitigating Startup Risk

Business buyers view your startup as inherently riskier than larger competitors. Competitors may plant fear and doubt about your future in customers’ minds. This guide shows you how to reframe this fear into a series of Manageable Risk Factors. You will also learn how to deploy specific Countermeasures to mitigate each Risk Factor with a calming, milestone-based approach that is familiar to your enterprise customers. (PDF)