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Posts tagged: sales

3 posts found

Positioning

Why Deals Stall After Your Champion Wins: The Category Creation Budget-Line Trap

Category creation deals rarely stall because the champion failed to convince anyone. They stall because procurement has no budget line to approve a ne...

positioningcategory-creationsaas-gtmprocurementsalescompetitive-differentiation
·20 min read
Competitive Strategy

How to Win a Competitive Deal When You Are Not the Market Leader

SaaS teams lose competitive deals not because the product is worse but because they let the incumbent set the evaluation criteria. The fix is a 5-move...

competitivesalesgtmsaas
·14 min read
Growth

How to Get Your First 100 Customers (Without a Sales Team)

Customers 1-10 come from relationships and hustle. Customers 11-100 require a repeatable motion. The gap between those two phases is where most early-...

growthgtmearly-stagesalesicp
·10 min