The Startup Velocity Question - An Inability to Explain the REAL Value Proposition

I’m publishing this series to discuss a topic that I follow closely - cloud stocks, trends, strategy, acquisitions, and more. Please subscribe to my Cloud Stock Analysis series and never miss an article. I like fundamentals-focused business building, and teach the principles of fundamentals-focused business building at 1Mby1M. Learn what to expect from 1Mby1M.

Another scenario I am encountering in my discussions is that of the inability to explain what the company does.

In the best case, the company is able to close deals.

Presumably, this is a founder-led sales situation, and the founder can listen to customers and position a solution on the fly.

However, to expand beyond a founder-led sales format requires training a sales force on definitive pain points and solutions.

This is not about dynamic positioning that changes from customer to customer on the fly.

This is about a crisp, clean, repeatable positioning that focuses on a single, critical pain point that needs to be identified in conversation with prospects.

Once qualified, these prospects need to be pitched the same solution by ALL the sales people.

When done well, such repeatable positioning also identifies segments where customers typically tend to have the same pain.

That makes lead generation and qualification vastly more efficient.

Companies that achieve velocity do all these things really well.

Those who don’t fail to grow exponentially.

If your startup is facing Positioning challenges and you need help, you can explore Velocity Consulting with me.

You can read the entire series, The Startup Velocity Question, here.

Photo Credit: Arek Socha from Pixabay