ROI很简单，但很重要：
ROI estimation is an essential part of making any kind of sale in B2B.
ROI is the native tongue of decision makers and one of the main ways in which products are compared and evaluated.
关键词是essential part和native gongue，所以要会说必要的财务语言。
其次看Client Relationship：
Burning leads in B2C may not be a big deal if the market has millions of potential customers, but, with substantially smaller markets in B2B, burning leads quickly become a big deal.
要非常认真的准备每一次沟通：
Relationship-building skills are critical to landing long-term agreements and growing existing relationships.
关键词不一样了，这次是critical，如何critical呢？
The relationship leading to and from a sale is much more critical in B2B.
如何做呢？
Starting off as a consulting firm is a strategy every B2B entrepreneur should consider.
你要想做好咨询，一个是要有足够的信息，还必须建立和高管的信任 —— 让我想起了Horizon的余凯。
当然，最后要记住自己的目标：
Starting off as a consulting firm can be a great way to reduce the risks of starting up, but to get out of consulting, your solution must be able to scale. Remember this.
要最终变成Scalable Business。
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