27 September 2021
Sell Problems, Then Solutions
As good product folks, we know that customers must recognize a problem before they consider buying our solution. Companies that don’t have supply chain issues (or think they don’t) are not in the market for ERP systems. Organizations that don’t think they are hacking targets don’t invest in security infrastructure. “Couch potatoes” don’t care about traction metrics for running shoes. Households without pets (mostly) don’t buy cute doggy sweaters. We don’t shop for antidotes to unrecognized diseases.
To read more, click here.
