Medium
An open publishing platform where practitioners post long-form work directly. Nothing on it is edited or vetted by the platform, so the standing of a piece rests entirely on its author. Several essays that shaped B2B go-to-market practice were first published here.
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How to Open a Sales Pitch Without Talking About Your Product
Naming a buyer's problem puts them on the defensive. Naming a change in their world gets them talking. Where the product belongs in a pitch, and why it is not first.