Stacy L Chin says founders waste customer discovery by pitching for 20 minutes and listening for 2. The clues you need are already there. Stop talking and ask questions.
One of the fastest ways to kill a startup is to spend more time talking than listening. I see this all the time during customer discovery calls. Founders schedule interviews to learn, but instead end up pitching. Then 20 minutes went by explaining the technology and then 2 minutes asking questions. And the irony is that your customers, investors, advisors, employees are just constantly giving you clues about what to do next, but only if you're willing to listen.
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