When Better Isn’t Better
Of course, your software is superior to the competition’s. It’s faster, more accurate, more comprehensive than anything else out there. It causes efficiencies, increases productivity.
January 31, 2018
Of course, your software is superior to the competition’s. It’s faster, more accurate, more comprehensive than anything else out there. It causes efficiencies, increases productivity.
When we first talk to potential B2B software clients, we ask them what their value proposition is. The #1 claim we hear is that their software increases efficiency for their customers. And while it may be true that their software improves efficiency, that claim is the single least compelling reason to purchase software they can make. Here’s why:
So often, I hear our B2B software clients tell us that their biggest competitor is not another company. Instead, most deals get lost to the
Why does your organization exist? Why should anyone care? Without a clear answer to these questions, sales and marketing struggle. When you identify your Fundamental Values, you establish the foundation for stories that generate engagement and close deals.