Explain To Win - Innovation & Technology Positioning
Management Consulting - , New Jersey, United States
Explain To Win - Innovation & Technology Positioning Employees
Explain To Win - Innovation & Technology Positioning Senior Management
Explain To Win - Innovation & Technology Positioning Details
Many B2B Tech Founders with groundbreaking technologies struggle to communicate the value to skeptical buyers.They try to "educate" their customers on the problem and then convince those customers that they have the solution.But "educating" doesn't work for a breakthrough technology.You can't "educate" someone into seeing your product as a breakthrough.Explaining a breakthrough is like explaining a joke.You can't convince someone to laugh (or to be amazed).They just have to "get" it. On their own.Otherwise, you're in the odd position of selling a benefit your customers aren't familiar with and weren't already looking for.That's a difficult sale:1. "Educating" tells them that your product is either too complicated to understand (which is why they need to be "educated")2. Or that it isn't amazing enough to stand on its own(which is why they need to be "convinced")But a breakthrough should be obvious.(Like a joke)And fast. Like an epiphany.Once this happens, then, like one of my clients, you can tell B2B prospects what you offer and they'll immediately be amazed..And, like that client, you can 7x your sales pipeline with no added marketing spend. *Not bad for a $75K enterprise offering.And all this happens just by shifting the way you explain your technology.And that's how you "Explain To Win" 🔥
