The Tuesday Roundup
Thank you to those who joined last week’s webinar. Keep an eye out for more webinars soon. If you missed it or want to rewatch, join the Let’s Build community for access to a recording.
I enjoyed the Q&A session at the end of the webinar, and I’d like to continue it with the next newsletter. Please submit your questions related to sales and selling by replying to this email or commenting on this newsletter. I’ll answer them anonymously in the next newsletter.
I’ll also be answering some of the questions I wasn’t able to answer on the webinar.
In keeping with the sales theme, I’m sharing a few more resources to help you on your early sales journey.
This tweet from Michael Girdley is a great reflection of my sales philosophy. Remember, your product is out there to solve problems. Lead with solving the problem, not selling prospects on your product.
Leading with the problem also helps you position your product uniquely in every single conversation. This blog post from April Dunford is a reminder that customers will categorize your product for you if you don’t position it yourself. Leading with listening to the customer’s pain will allow you to highlight the features, benefits, and guarantees
Customers are experts on their own needs and pain. Customers are not experts on YOUR product. They will naturally try to quickly match your product’s most obvious features with a market category they already understand. If your best features are difficult to wrap their minds around, they will ignore them and focus on the easy to understand stuff. The result often places a really innovative product in a category it can never win.
At first glance, you may think my view on early-stage selling conflicts with a product-led growth strategy. Actually, spending most of your time on sales and marketing (and not on product) in the early days works in alignment with product-led growth. This post from Elena Verna explains why.
Don’t forget to submit your sales questions to get them answered in the next newsletter.