The problem we solve is the process of adoption across the entire life cycle (problem, operational, technical, and financial), bridging the widening gap between buyers and sellers.
The fundamental shift in the way buyers are now adopting technology is increasing the complexity surrounding the decisions being made about what strategic business problems to adopt and what operational approaches to adopt in order to fix the problem and ultimately, technically what to buy.
Problem: The more disruptive the innovation = The more complex the adoption is for the buyer.
one critical effect is that 80% of sales that are being lost, are not lost to competition, but are lost to “non-decision”
What problems do you solve? For whom? Simple question, but not necessarily the easiest to answer from your buyer's perspective.
Try having a selling conversation about the problem your buyer is experiencing without once mentioning your product or service.
Most selling executives have a great grasp of their value proposition and are able to read the situation that a buyer is facing,
but cannot encapsulate the root underlying problem succinctly to keep the conversation around problem solving.