Arvid Kahl
speaker
22,801 appearances
96 recordings
1 series
first heard Aug 2024
last heard 3 Apr
Arvid Kahl’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 23 in all, peaking in Jan 2026 with 5.
Appearances
Or in your case, probably a different size or stage of business.
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You will be able to have those enterprise deals eventually, those conversations, those month-long sales cycles for your software company once you move upstream and get back into the enterprise world.
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But for your first
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Hundred customers or so, you don't know what's gonna work because if you did, somebody else would know too, and they would already have built the business that you're building.
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In a sense, you have to develop this cognitive dissonance actively and to be able to feel it, to experience it without falling prey to either of the extremes.
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You don't want to fall into overconfidence.
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You don't want to be overconfident that what worked until now will always work again.
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But you also don't want to lose track of the fact that your experience in prior roles has given you insights into customer psychology that you can still apply.
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They might look different now, but learnings, the
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the underlying psychological rules, they're still the same.
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There's another layer to this.
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And I want to touch on this because it's market related.
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And that's the concept that Jeffrey Moore laid out in crossing the chasm.
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Because in all cases, in a new business, you will have to deal with this problem.
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There's always this chasm between the early adopters of a product and the early majority of adopters of that product.
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And when you're starting out, you'll likely find yourself surrounded by innovators like the technology.
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lovers that want to try out new stuff and those early adopters that are happy to try new things.
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But here's what you need to understand.
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These people do not function like the later stage majority or the laggards that you might have worked with in your consulting days.
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Not even close.
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Showing 1661–1680 of 22,801 · page 84 of 1141
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