Articles

What happens when you push past your flight-or-fight response and acknowledge your achievements?

Don’t just wing it: discover why you matter to your customer and understand how your value aligns with the human need for self-actualization.

Learnings from a failed product launch, what a buyer persona should achieve and contain, and a simple process to craft personas that actually exist.

Everything – from your website to your sales experience to your roadmap – should qualify ideal prospects in, and disqualify bad-fit customers out. Here’s why you should be “the thing for someone”.

You probably have a good idea on how to win against your top competitor. But what alternative solutions are you competing against at the top of the funnel?

Help prospects make sense of the world by presenting unique market insights to challenge their preconceptions, drive emotion, and galvanize the conversation.

Sales decks are often just static presentations, but are most valuable when they encourage an open dialogue. See how we built a deck to engage, learn from, and persuade prospects through discussion.

Xerox went from competing on price to selling value. Find out how their messaging fits the Value Nugget framework to link product features and benefits with values and proof points.

Ignore weasel words, and describe your product in a way that cuts through to the heart of someone who cares, by communicating the unique value your product delivers.

Your win rate will depend on how likely prospects are to take action – but their internal atmosphere may hold them back. How do you recognize and react to difficult change environments?