So begins another year complete with a fresh – and likely higher – revenue expectation from your board and yourself! While there may be a few reasons you’ve already identified by reflecting upon the previous year’s performance, if your sales team treats your customer like a compiler that needs debugging, you’re not selling – you’re […]
Tag Archives: product positioning
Content Strategy, Demand Generation, Execution, GTM Strategy, Positioning, Presentations, Sales
How to Stop Your Roadmap from Getting You Ghosted
29
Dec
Dec
Done well, your product roadmap can convince enterprise customers your product is not only worth the investment now, but one they won’t outgrow in the future. Be warned though, if compelling outcomes are years away, you’ll delay sales rather than accelerate them. You poured your heart and sole into a gorgeous product roadmap – color-coded […]
Content Marketing, Go-to-Market Strategy, Marketing Strategy, Messaging, Positioning, Sales, Uncategorized
Nobody Cares About Your Science – Until You Make Them
17
Jun
Jun
You’ve built the next quantum-leap in biotech, AI, or industrial automation. Congrats. But guess what? That’s not enough – at least not initially. To make PEOPLE care, you’ve got to tell a story. You can’t pitch “the science”. Here’s why: Even the most buttoned-up technical buyers are human. Neuroscience says stories fire up smell, sound, […]
Content Marketing, Content Strategy, Go-to-Market Strategy, Presentations, Sales Enablement
Your Product Demo Is Too Smart for the Room
03
Jun
Jun
If your product demo feels like a TED Talk for engineers but your prospects are nodding off, you’ve got a problem. Too many B2B tech startups fall into the trap of showcasing their technology’s brilliance while forgetting the cardinal rule: customers don’t buy tools – they buy outcomes. The Misery-Miracle Gap Every great demo should […]
Go-to-Market Strategy, Marketing Strategy, Messaging, Sales, Uncategorized
Technical Superiority Is a Lie You Tell Yourself
20
May
May
You’ve built a marvel of engineering – a product that’s faster, smarter, and more elegant than anything else out there. But here’s the brutal truth: technical superiority alone won’t close deals. In the B2B world, especially for tech startups, success hinges not just on what your product does, but on how well you communicate its […]