back with a “5 minute Friday” audio edition
key concepts I cover in this snippet:
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the drivers for B2B buyers considering a purchase
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the 2 key business objectives: revenue and velocity
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the 2 modes of execution: aggressive or conservative
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a 2×2 matrix showing the routes to positioning a deal
As always, I’d also love to hear from readers about their approaches to B2B sales and value positioning – please chime in via comments👇 or join the chat via the Substack app.
And if you enjoyed this post, please consider subscribing / upgrading.
further reading / references
childish drawing / interpretation
Note: I’m hosting a workshop in February on Connecting Product Work to Revenue – if you enjoy my content on B2B PM/GTM topics, you won’t want to miss this live 90-minute session where we’ll talk through how to orient product strategy towards moving levers which ultimately ladder up to top-level business KPIs (aka $$$)
