A very strong call to action from Hans! Starts off with an intro to customer development.
The real value comes in later on in the post with actionable methods that Inbound Rocket are using themselves to find, reach and talk to customers to validate their business.
There seems to be a current trend for Lean Startup people talking about Clayton Christensen's jobs-to-be-done (JBTD) framework. Ash recently ran a joint workshop with one of Clay's colleagues (Bob Moesta) and he came up with some interesting takeaways from Lean + JBTD approach.
The JBTD is a framework that is worth looking into (Intercom are advocates).
A small post but I had to include it for the awesome image. (Incidently, the second @davidjbland image in 2 weeks.)
"we try to steer our questions towards past experiences", that way focus is on the problem and not the solution.
I also think this is why I think it's essential to backup your customer development with analytics and observations on what customers actually do.