Abstract
Failing of most start-ups is a global phenomenon. The start-up’s dealing with technology are often lacking the understating that there are two different sales processes, one dealing with investors and one with actual customers. By understand the importance of business development, their changing unique competing space and the importance of the timing and combining this with customer relationship management and sales process management can produce positive effects on start-ups’ success rate, especially when combined with the under-standing of the need for continuous cash flow. This article introduces sales approaches and models for start-ups to utilize.
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Hauge, K., Rantala, J., Holopainen, T. (2021). Startups Born Out of Academia: Structural Pattern of Monetization Failures, Rectified. In: Kantola, J.I., Nazir, S., Salminen, V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham. https://doi.org/10.1007/978-3-030-80876-1_1
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DOI: https://doi.org/10.1007/978-3-030-80876-1_1
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