Use Pain‑Qualified Seg
You can’t personalize your way out of a targeting problem. Focus on finding evidence of the problem, then just ask them if that evidence means they are struggling with X problem. This is called a PQS, pain qualified segment, and it will save you from looking like a silly goose trying to personalize a message about a problem your lead doesn’t have or you don’t understand.
Authentic Compliments Can't Be Automated—Use Targeted Messaging Frameworks
“Congrats on scaling Blueprint” <— NEVER try to scale a compliment and here’s why… The whole purpose of a compliment is that it’s from the heart, genuine. Also, the whole purpose of automation for sales is to open up conversations....
Overfunded GTM Startups Build Too Much, Miss Value
$80M in funding and their main claim to fame is they are out of stealth with 90 EMPLOYEES... what the hell is going on in GTM tech? I am always a little bit saddened when I see these consolidation plays...
Identify Buying Triggers, Match Brands to Solve Pain
YOU PICK the Signal! Tomorrow on Cannonball GTM live at 9am we're going to find the triggers that FORCE people to buy and then pick the brands that can solve the pain BE THERE OR I WILL NEVER TALK TO...
Don't Give Prospects Results Before They Buy
I have stopped an experiment that gave people a ton of value before a sale, and here's why... So it's VERY fast for me to build a PVP or PQS list, like 30 mins -> 1 hr. Now this list...
Live ChatGPT Generates Real Leads on Stage
We designed a campaign on stage, live, with only ChatGPT and a microphone... here's how... First off, thank you to Guillaume Jacquet for having Doug Bell and I at RevStar Summit in Montreal... I have never seen an audience SO...
Master Customer Perspective to 100x GTM Impact
💯 % of your GTM can be 100x improved by learning just these 2 things… Thing 1: NO ONE CARES ABOUT YOU OR YOUR SOFTWARE Just do whatever you’re doing, and before you ship to the customer, read what you...
Free Live Office Hours: Get GTM Advice Now
LIVE OFFICE HOURS -- FREE GTM ADVICE. Zoom in the comments...
B2B Sellers: How to Develop Targeting and Messaging that No One Can Compete with BY Feature
The presenter outlines a go-to-market framework that maps product features along two axes—value to the customer and demonstrability—to prioritize messaging around features that are both high-value and easy to prove. Using an IoT sensor platform as an example, he shows...