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8 results for “customer needs”
The worst thing you want to do is invest in content production, performance marketing, anything without truly understanding who you're talking to, like quite literally. So the first thing that I would do is this user research we're talking about to v
26:18 / 27:21
from transcript26:18 – 27:21
selling. Their aspirations that they have for their own career development and their own life related to technology and what they aim to gain from it overall. So you have a bit of a quadrant. And so then you're mapping by pain points and that's evide
27:01 / 28:06
from transcript27:01 – 28:06
...about a customer and about a deal. First, we're trying to understand, you know, do they have some pain that we can help them with? The second thing is, are we talking to a qualified buyer? Do they have some interest? Do they have a project on the hor
18:47 / 19:52
from transcript18:47 – 19:52
buying process. And why I say that is usually the deals that don't close are the deals that are commit that are the ones that are most painful, where, hey, we're 75% likely to be chosen, we're the vendor of choice, whatever it may be. Like, then it r
26:11 / 27:16
from transcript26:11 – 27:16
...customer demand, there is a great company in France called heal dot dev, and their product is to use AI to heal your code. Well, who would need that? Seemingly everyone. But as we've gone along to figure out who the ICP is, we realized, large organiz
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from transcript5:18 – 6:22
...the customer telling you that. Will you discount to drive urgency? No. You might discount
15:45 / 16:46
from transcript15:45 – 16:46
that we're looking for. The second thing is understanding kind of where they are today and and where they wanna go using, again, the force management nomenclature. It's about being able to paint a picture of here's where you are today. Here's some of
19:26 / 20:36
from transcript19:26 – 20:36
...customer tests to my differentiators, and therefore, I win. Because whoever locks down the decision criteria is going to lock down the deal. What do you mean locking down the decision criteria? Sorry. When you lock down the decision criteria, so firs
11:51 / 13:00
from transcript11:51 – 13:00
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