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What's your competitive differentiator?
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.
James Doman-Pipe
10 hr ago
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The Overview #7
This week: educating prospects on competitors, activation, and an enterprise pricing joke
James Doman-Pipe
Jun 18
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Buyer personas are discovered, not created
Learnings from a failed product launch, what a buyer persona should achieve and contain, and a simple process to craft personas that actually exist.
James Doman-Pipe
Jun 15
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The Overview #6
This week: buying car = buying SaaS, positioning AND messaging, delivering value for a niche
James Doman-Pipe
Jun 11
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Good go-to-market should discriminate
Everything - from your website to your sales experience to your roadmap - should qualify ideal prospects in, and disqualify bad-fit customers out.
James Doman-Pipe
Jun 8
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The Overview #5
This week: Slack's positioning challenge, product marketing alignment, and a meme tweet
James Doman-Pipe
Jun 4
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Your biggest competitor is not who you think it is
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 fun…
James Doman-Pipe
Jun 1
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The Overview #4
This week: Overcoming the status quo and emotional barriers to change, and why you should hire PMMs.
James Doman-Pipe
May 28
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Unconventional wisdom in positioning narratives
Help prospects make sense of the world by presenting unique market insights to challenge their preconceptions, drive emotion, and galvanize the convers…
James Doman-Pipe
May 25
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The Overview #3
This week, looking at product feature adoption problems, how to avoid becoming a commodity, the power of focus, and five categories of true thought lea…
James Doman-Pipe
May 21
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Using sales decks as a conversation tool
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 f…
James Doman-Pipe
May 18
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The Overview #2
This week, a focus on early stage startup customer development, learning, and research.
James Doman-Pipe
May 14
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